Chapter 15

Question 1

Coercion

Answer 1

the act of using manipulation, threats, intimidation, or violence to gain compliance

Question 2

Persuasion

Answer 2

process of influencing others’ attitudes, beliefs, and behaviors on a given topic

Question 3

Persuasive Speaking

Answer 3

speech that is intended to influence the attitudes, beliefs, and behaviors of your audience

Question 4

Attitudes

Answer 4

general evaluations of people, ideas, objects, or events

Question 5

Beliefs

Answer 5

the ways in which people perceive reality

Question 6

Behavior

Answer 6

the way we act or function

Question 7

Proposition of Fact

Answer 7

claim of what is or what is not

Question 8

Proposition of Value

Answer 8

make claims about something’s worth

Question 9

Proposition of Policy

Answer 9

concerned with what should happen; claims about what should be pursued

Question 10

Social Judgment Theory

Answer 10

ego involvement; ability to successfully persuade your audience depends on the audience’s current attitude

Question 11

Receptive Audience

Answer 11

already agrees with viewpoints, likely to respond favorably to your speech

Question 12

Neutral Audience

Answer 12

members neither support nor oppose you

Question 13

Hostile Audience

Answer 13

opposes your message (or you) - hardest to persuade

Question 14

Latitude of acceptance and rejection

Answer 14

the range of positions on a topic that are acceptable or unacceptable to an audience

Question 15

Anchor Position

Answer 15

position on the topic at outset of speech

Question 16

Hierarchy of Needs

Answer 16

physiological/survival, safety, social, esteem, self-actualizing

Question 17

Elaboration likelihood model (ELM)

Answer 17

listeners process persuasive messages by one of two routes

Question 18

Central Processing

Answer 18

think critically about the speaker’s message, question it, consider acting on it

Question 19

Peripheral Processing

Answer 19

giving little thought to the message or dismissing it

Question 20

Forms of Rhetorical Proof

Answer 20

major persuasive speaking strategies

Question 21

ethos

Answer 21

moral character

Question 22

logos

Answer 22

reasoning and logic

Question 23

pathos

Answer 23

emotion

Question 24

Logical fallacies

Answer 24

invalid or deceptive forms of reasoning

Question 25

Bandwagon fallacy

Answer 25

accepting a statement as true because it is popular

Question 26

Reduction to the absurd

Answer 26

extending argument to a level of absurdity

Question 27

Red Herring fallacy

Answer 27

relies on irrelevant information for argument, diverting direction of argument

Question 28

ad hominem fallacy

Answer 28

attack on the person rather than the person’s arguments

Question 29

begging the question

Answer 29

present arguments that no one can verify because they’re not accompanied by valid evidence (circular argument)

Question 30

either or fallacy

Answer 30

false dilemma fallacy; presenting only two alternatives on a subject and failing to acknowledge other alternatives

Question 31

appeal to tradition

Answer 31

argument that uses tradition as proof; “that’s the way it’s always been”

Question 32

slippery slope fallacy

Answer 32

speaker attests that some event must clearly occur as a result of another event without showing any proof that the second event is caused by the first

Question 33

Problem-solution pattern

Answer 33

establish and prove existence of a problem and then present a solution

Question 34

Refutational Organizational Pattern

Answer 34

speakers present main points that are opposed to own position and follow them with main points that support their position

Question 35

Comparative Advantage Pattern

Answer 35

most effective when your audience is already aware of the issue or problem and agrees a solution is needed, just shows your viewpoint is superior to others on the topic

Question 36

Monroe’s motivated sequence

Answer 36

attention, need, satisfaction, visualization, action