chapter 16

Question 1

persuasion speech

Answer 1

A presentation that aims to change listeners by prompting them to think, feel, or act differently
(organization chart on page 322)

Question 2

persuasion

Answer 2

*Is transactional
*Uses artistic proofs
*Is usually incremental

Question 3

ethos

Answer 3

refers to the perceived personal character of the speaker.
(dimensions of ethos on page 315)

Question 4

pathos

Answer 4

refers to emotional reasons for attitudes, beliefs, or actions
(enhancing pathos chart on page 316)

Question 5

logos

Answer 5

rational or logical proofs

Question 6

inductive reasoning

Answer 6

A form of reasoning that begins with specific instances and forms general conclusions based on them

Question 7

deductive reasoning

Answer 7

A form of reasoning in which a general premise followed by a specific claim establishes a conclusion.

Question 8

Toulmin model of reasoning

Answer 8

A representation of effective reasoning that includes five components: claim, grounds (evidence), warrant (link between grounds and claim), qualifier, and rebuttal

Question 9

claim

Answer 9

An assertion. A claim advanced in speaking requires grounds (evidence) and warrants (links between evidence and claims)

Question 10

grounds

Answer 10

Evidence that supports claims in a speech

Question 11

warrant

Answer 11

A justification for grounds (evidence) and claims in persuasive speaking

Question 12

qualifier

Answer 12

A word or phrase that limits the scope of a claim. Common qualifiers are most, usually, and in general

Question 13

rebuttal

Answer 13

A response to listeners’ reservations about a claim made by a speaker

Question 14

credibility

Answer 14

The perception that a person is informed and trustworthy. Listeners confer it, or refuse to confer it, on speakers

Question 15

initial credibility

Answer 15

The expertise and trustworthiness that listeners attribute to a speaker before a presenta-tion begins. Initial credibility is based on the speaker’s titles, positions, experiences, or achievements known to listeners before they hear the speech

Question 16

derived credibility

Answer 16

The expertise and trustworthiness that listeners attribute to a speaker as a result of how the speaker communicates during a presentation

Question 17

terminal credibility

Answer 17

The cumulative expertise and trustworthiness listeners attribute to a speaker as a result of the speaker’s initial and derived credibility; may be greater or less than initial credibility, depending on how effectively a speaker communicates

Question 18

motivated sequence pattern

Answer 18

A pattern for organizing persuasive speeches that consists of five steps: attention, need, satisfaction, visualization, and action

Question 19

fallacy

Answer 19

an error in reasoning