Chapter 14

Question 1

Actuate

Answer 1

To move members of an audience toward a specific behavior.

Question 2

Ad Hominem Fallacy

Answer 2

Fallacious argument that attacks the integrity of a person to weaken his or her position.

Question 3

Anchor

Answer 3

The position supported by audience members before a persuasion attempt.

Question 4

Argumentum Ad Populum Fallacy

Answer 4

Fallacious reasoning based on the dubious notion that because many people favor an idea.

Question 5

Argumentum Ad Verecundiam Fallacy

Answer 5

Fallacious reasoning that tries to support a belief by relying on the testimony of someone who is not an authority on the issue being argued.

Question 6

Convincing

Answer 6

A speech goal that aims at changing audience member’s beliefs, values, or attitudes.

Question 7

Credibility

Answer 7

The believability of a speaker or other source of information.

Question 8

Direct Persuasion

Answer 8

Persuasion that does not try to hid or disguise the speaker’s persuasive purpose.

Question 9

Either-Or Fallacy

Answer 9

Fallacious reasoning that sets up false alternatives, suggesting that if the inferior one must be rejected, then the other must be accepted.

Question 10

Emotional Evidence

Answer 10

Evidence that arouses emotional reactions in an audience.

Question 11

Ethical Persuasion

Answer 11

Persuasion in an audience’s best interest that does not depend on false or misleading information to induce change in that audience.

Question 12

Evidence

Answer 12

Material used to prove a point, such as testimony, statistics, and examples.

Question 13

Fallacy

Answer 13

An error in logic.

Question 14

Indirect Persuasion

Answer 14

Persuasion that disguised or deemphasizes the speaker’s persuasive goal.

Question 15

Latitude Of Acceptance

Answer 15

In social judgement theory, statements that a receiver would not reject.

Question 16

Latitude Of Noncommitment

Answer 16

In social judgement theory, statements that a receiver would not reject.

Question 17

Latitude Of Rejection

Answer 17

In social judgement theory, statements that a receiver would not care strongly about one way or another.

Question 18

Motivated Sequence

Answer 18

A five-step plan used in persuasive speaking.

Question 19

Persuasion

Answer 19

The act of motivating a listener, through communication, to change a particular belief, attitude, value, or behavior.

Question 20

Post Hoc Fallacy

Answer 20

Fallacious reasoning that mistakenly assumes that one event causes another because they occur sequentially.

Question 21

Proposition Of Fact

Answer 21

Claim bearing on issue in which there are two or more sides of conflicting factual evidence.

Question 22

Proposition Of Value

Answer 22

Claim bearing on issue involving the worth of some idea, person, or object.

Question 23

Reductio Ad Absurdum Fallacy

Answer 23

Fallacious reasoning that unfairly attacks an argument by extending it to such extreme lengths that it looks ridiculous.

Question 24

Social Judgement Theory

Answer 24

Explanation of attitude change that posits that opinions will change only in small increments and only when the target opinions lie within the receiver’s latitudes of acceptance and non commitment.

Question 25

Target Audience

Answer 25

That part of an audience that must be influenced in order to achieve a persuasive goal.