Chapter 16

Question 1

Persuasion

Answer 1

The process of creating, reinforcing, or changing people’s beliefs or actions.

Question 2

Mental Dialogue with the Audience

Answer 2

The mental give and take between speaker and listener during a persuasive speech.

Question 3

Target Audience

Answer 3

the portion of the whole audience that the speaker most wants to persuade.

Question 4

Question of Fact

Answer 4

A question about the truth or falsity of an assertion.

Question 5

Question of Value

Answer 5

A question about the worth, rightness, morality, and so forth of an idea or action.

Question 6

Question of Policy

Answer 6

A question about whether a specific course of action should or shouldn’t be taken.

Question 7

Speech to Gain Passive Agreement

Answer 7

A persuasive speech in which the speaker’s goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy.

Question 8

Speech to Gain Immediate Action

Answer 8

A persuasive speech in which the speaker’s goal is to convince the audience to take action in support of a given policy.

Question 9

Need

Answer 9

The first basic issue in analyzing a question of policy: is there a serious problem or need that requires a change from current policy.

Question 10

Burden of Proof

Answer 10

The obligation facing a persuasive speaker to prove that a change from current policy is necessary.

Question 11

Plan

Answer 11

The second basic issue in analyzing a question of policy: If there is a problem with current policy, does the speaker have a plan to solve the problem?

Question 12

Practicality

Answer 12

The third basic issue in analyzing a question of policy: Will the speaker’s plan solve the problem? Will it create new and more serious problems?

Question 13

Problem - Solution Order

Answer 13

A method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem.

Question 14

Problem - Cause - Solution Order

Answer 14

A method of organizing persuasive speeches in which the first main point identifies a problem, the second main point analyses the causes of the problem, and the third main point presents a solution to the problem.

Question 15

Comparative Advantages Order

Answer 15

A method of organizing persuasive speeches in which each main point explains why a speaker’s solution to a problem is preferable to other proposed solutions.

Question 16

Monroe’s Motivated Sequence

Answer 16

A method of organizing persuasive speeches that seek immediate action. the five steps of the motivated sequence are attention, need, satisfaction, visualization, and action.