Chapter 25

Question 0

A form of speech that is intended to influence the attitudes, beliefs, values, and a actions of others

Answer 0

Persuasive speaking

Question 1

The process of influencing attitudes, beliefs,values, and behavior

Answer 1

Persuasion

Question 2

Refer to persuasive appeals directed at the audience’s reasoning on a topic

Answer 2

Logos

Question 3

A means of persuasion

Answer 3

Rhetorical proofs

Question 4

Draw conclusions based on evidence

Answer 4

Reasoning

Question 5

A general case; used in syllogisms and enthymemes

Answer 5

Major premise

Question 6

A form of rational appeal defined as a three-part argument consisting of a major premise or general case, a minor premise or specific case, and a conclusion

Answer 6

Syllogism

Question 8

A specific case; used in syllogisms and enthymemes

Answer 8

Minor premise

Question 9

Reasoning from general condition to specific instance

Answer 9

Deductive reasoning

Question 9

Moves from specific instances to a general condition

Answer 9

Inductive reasoning

Question 10

An attempt to support a claim by asserting that a particular piece of evidence is true for all individuals or conditions concerned

Answer 10

Hasty over generalization

Question 11

A syllogism presented as a probability rather than as an absolute, and it states either a general case or a specific case but not both

Answer 11

Enthymeme

Question 13

The appeal to an audience’s emotions

Answer 13

Pathos

Question 14

An unethical speaker who relies heavily on irrelevant emotional appeals to short-circuit listeners’ rational decision-making process

Answer 14

Demagogue

Question 15

A persuasive appeal to audience members that deliberately arouses their fear and anxiety

Answer 15

Fear appeal

Question 16

Information represented in such a way as to provoke a desired response

Answer 16

Propaganda

Question 17

Moral character

Answer 17

Ethos

Question 17

Each person has a set of basic needs ranging from the essential, life-sustaining ones to the less critical, self improvement ones

Answer 17

Maslow’s hierarchy of needs

Question 19

A theory of persuasion developed by Icek Aizen and Martin Fishbein positing that audience members act according to the perceived costs and benefits associated with a particular action

Answer 19

Expectancy-outcome values theory

Question 20

Listeners mentally process persuasive messages by one of two, routes, depending on the degree is their involvement in the message

Answer 20

Elaboration likelihood model of persuasion (ELM)

Question 21

A mode of processing a persuasive message that involves thinking critically about the contents of the message and the strength and quality of the speaker’s arguments

Answer 21

Central processing

Question 22

A mode of processing a persuasive message that does not consider the quality of the speaker’s message but is influenced by such noncontent issues

Answer 22

Peripheral processing

Question 23

The quality that reveals that a speaker has a good grasp of the subject , displays sound reasoning skills, is honest and unmanipulative, and is genuinely interested in the welfare of audience members

Answer 23

Speaker credibility