Chapters 10 and 11: Informative and Persuasive Speaking

Question 1

a method of speaking that utilizes objective, factual information in order to teach an audience

Answer 1

Informative speaking

Question 2

a barrier to effective listening that occurs when a speech contains more information than an audience can process

Answer 2

Information overload

Question 3

visual, auditory, and kinesthetic

Answer 3

Learning styles

Question 4

the statement that will be supported by evidence

Answer 4

Claim

Question 5

also called grounds, it supports the claim

Answer 5

Evidence

Question 6

The underlying justification that connects the claim and the evidence

Answer 6

Warrant

Question 7

a proposition that focuses on beliefs and try to establish that something “is or isn’t”

Answer 7

Proposition of fact

Question 8

a proposition that focuses on persuading audience members that something is “good or bad,” “right or wrong,” or “desirable or undesirable.”

Answer 8

Proposition of value

Question 9

a proposistion that advocates that something should or should not be done

Answer 9

Proposition of policy

Question 10

a proposition that predicts what will happen if something is or is not done

Answer 10

Proposition of conjecture (not in the book)

Question 11

reaches conclusions through citation of examples and is the most frequently used form of logical reasoning

Answer 11

Inductive reasoning

Question 12

derives specifics from what is already known

Answer 12

Deductive reasoning

Question 13

a type of inductive reasoning that argues that what is true in one set of circumstances will be true in another

Answer 13

Reasoning by analogy

Question 14

an example of deductive reasoning in which a conclusion is supported by major and minor premises

Answer 14

Syllogism

Question 15

argues to establish a relationship between a cause and effect

Answer 15

Causal reasoning

Question 16

the credibility of the speaker; includes dimensions: competence, trustworthiness, and dynamism

Answer 16

Ethos

Question 16

the perception of a speaker’s expertise in relation to the topic being discussed

Answer 16

Competence

Question 17

the degree that audience members perceive a speaker to be presenting accurate, credible information in a non-manipulative way

Answer 17

Trustworthiness

Question 18

the degree to which audience members perceive a speaker to be outgoing and animated

Answer 18

Dynamism

Question 19

the reasoning or logic of an argument

Answer 19

Logos

Question 20

the emotional appeal

Answer 20

Pathos

Question 21

the mental discomfort that results when new information clashes with or contradicts currently held beliefs, attitudes, or values

Answer 21

Cognitive dissonance

Question 22

speakers implicitly or explicitly convey to the audience that listening to their message or following their advice will lead to positive results

Answer 22

Positive motivation

Question 23

implies or states that failure to follow a speaker’s advice will result in negative consequences

Answer 23

Negative motivation

Question 24

Maslow’s Hierarchy of Needs

Answer 24

Physiological, safety, social, self-esteem, and self-actualization