COMM101 CH 16

Question 1

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

Answer 1

COERCION

Question 2

Speech that is intended to influence the attitudes, beliefs, and behaviors of an audience.

Answer 2

PERSUASIVE SPEAKING

Question 3

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

Answer 3

PERSUASION

Question 4

Our general evaluations of people, ideas, objects, or events

Answer 4

ATTITUDES

Question 5

he ways in which people perceive reality; our feelings about what is true and real and how confident we are about the existence or validity of something.

Answer 5

BELIEFS

Question 6

Observable communication, including both verbal and nonverbal messages; the manner in which we act or function in response to our attitudes and beliefs.

Answer 6

BEHAVIOR

Question 7

claim of what is or what is not.

Answer 7

PROPOSITION OF FACT

Question 8

A claim about something’s worth.

Answer 8

PROPOSITION OF VALUE

Question 9

A claim about what goal, policy, or course of action should be pursued.

Answer 9

PROPOSITION OF POLICY

Question 10

The theory that a speaker’s ability to successfully persuade an audience depends on the audience’s current attitudes or disposition toward the topic.

Answer 10

SOCIAL JUDGEMENT THEORY

Question 11

An audience’s position on a topic at the outset of the speech.

Answer 11

ANCHOR POSITION

Question 12

Ranges of acceptable and unacceptable viewpoints about a topic.

Answer 12

LATITUDES

Question 13

audience that already agrees with the speaker’s viewpoints and message and is likely to respond favorably to the speech.

Answer 13

RECEPTIVE AUDIENCE

Question 14

The range of positions on a topic that are acceptable to an audience based on their anchor position.

Answer 14

LATITUDE OF ACCEPTANCE

Question 15

audience that falls between the receptive audience and the hostile audience; neither supports nor opposes the speaker.

Answer 15

NEUTRAL AUDIENCE

Question 16

A range of positions on a topic the audience is not sure about.

Answer 16

LATITUDE OF NON-COMMITMENT

Question 17

An audience that opposes the speaker’s message and perhaps the speaker personally; the hardest type of audience to persuade.

Answer 17

HOSTILE AUDIENCE

Question 18

The range of positions on a topic that are unacceptable to an audience based on their anchor position.

Answer 18

LATITUDE OF REJECTION

Question 19

Approach to understanding your audience’s disposition that helps predict audience members’ motivational readiness toward modifying behavior and includes five stages: precontemplation, contemplation, preparation, action, and maintenance.

Answer 19

STAGES OF CHANGE MODEL

Question 20

individual is not ready to change his or her behavior or possibly may not be even aware that the behavior is problematic, first stage of change

Answer 20

PRECONTEMPLATION

Question 21

individuals begin to recognize the consequences of their behavior, second stage of change

Answer 21

CONTEMPLATION

Question 22

individuals move to planning and preparing for the changes they have been contemplating, third stage of change

Answer 22

PREPARATION

Question 23

individual has made a change and enacted new behaviors, which require a great deal of willpower., fourth stage of change

Answer 23

ACTION

Question 24

behavior change is fully integrated into the individual’s life and they works to prevent a relapse, fifth and final stage

Answer 24

MAINTENANCE

Question 25

A hierarchical structure that identifies needs in five categories, from low (immature) to high (mature).

Answer 25

HIERARCHY OF NEEDS

Question 26

basic survival needs, such as air, water, food, shelter, sleep, clothing, and so on.

Answer 26

PHYSIOLOGICAL/SURVIVAL NEEDS

Question 27

needs for security, orderliness, protective rules, and avoidance of risk. They include not only actual physical safety but safety from emotional injury as well.

Answer 27

SAFETY NEEDS

Question 28

needs are centered around interactions with others and include the desire to be accepted and liked by other people and the need for love, affection, and affiliation.

Answer 28

BELONGINGNESS/SOCIAL NEEDS

Question 29

needs involve validation—being accepted by some group and being recognized for achievement, mastery, competence, and so on.

Answer 29

ESTEEM/EGO-STATUS NEEDS

Question 30

Needs at the highest level focus on personal development and self-fulfillment—becoming what you can become.

Answer 30

SELF-ACTUALIZING NEEDS

Question 31

model that highlights the importance of relevance to persuasion and holds that listeners process persuasive messages by one of two routes, depending on how important the message is to them.

Answer 31

ELABORATION LIKELIHOOD MODEL (ELM)

Question 32

Thinking critically about the speaker’s message, questioning it, and seriously considering acting on it; occurs when listeners are motivated and personally involved in the content of a message.

Answer 32

CENTRAL PROCESSING

Question 33

Giving little thought to a message or even dismissing it as irrelevant, too complex to follow, or simply unimportant; occurs when listeners lack motivation to listen critically or are unable to do so.

Answer 33

PERIPHERAL PROCESSING

Question 34

Means of persuasion that include ethos, logos, and pathos; first named by Aristotle.

Answer 34

FORMS OF RHETORICAL PROOF

Question 35

A form of rhetorical proof that appeals to ethics and concerns the qualifications and personality of the speaker.

Answer 35

ETHOS

Question 36

A form of rhetorical proof that appeals to logic and is directed at the audience’s reasoning on a topic.

Answer 36

LOGOS

Question 37

The line of thought we use to make judgments based on facts and inferences from the world around us.

Answer 37

REASONING

Question 38

The line of thought that occurs when one draws general conclusions based on specific evidence.

Answer 38

INDUCTIVE REASONING

Question 39

The line of thought that occurs when one draws specific conclusions from a general argument.

Answer 39

DEDUCTIVE REASONING

Question 40

A three-line deductive argument that draws a specific conclusion from two general premises (a major and a minor premise).

Answer 40

SYLLOGISM

Question 41

A form of rhetorical proof that concerns the nature of the audience’s feelings and appeals to their emotions.

Answer 41

PATHOS

Question 42

A form of rhetorical proof that concerns the nature of the audience’s feelings and appeals to their emotions.

Answer 42

LOGICAL FALLACY

Question 43

Accepting a statement as true because it is popular.

Answer 43

BANDWAGON FALLACY

Question 44

A logical fallacy that entails extending an argument beyond its logical limits to the level of absurdity; also known as reductio ad absurdum.

Answer 44

REDUCTION TO THE ABSURD

Question 45

fallacy in which the speaker relies on irrelevant information for his or her argument, thereby diverting the direction of the argument.

Answer 45

RED HERRING FALLACY

Question 46

A logical fallacy that entails attacking a person instead of the person’s arguments.

Answer 46

AD HOMINEM FALLACY

Question 47

A reasoning flaw in which a speaker makes a broad generalization based on isolated examples or insufficient evidence.

Answer 47

HASTY GENERALIZATION

Question 48

A logical fallacy in which the speaker presents arguments that no one can verify because they are not accompanied by valid evidence

Answer 48

BEGGING THE QUESTION

Question 49

A fallacy in which the speaker presents only two alternatives on a subject and fails to acknowledge other alternatives; also known as the false dilemma fallacy.

Answer 49

EITHER-OR-FALLACY

Question 50

A logical fallacy in which the speaker uses tradition as proof, suggesting that listeners should agree with his or her point because “that’s the way it has always been.”

Answer 50

APPEAL TO TRADITION

Question 51

A logical fallacy that is employed when a 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.

Answer 51

SLIPPERY SLOPE FALLACY

Question 52

An appeal to nature saying that what is natural is right or good and that anything unnatural is wrong or bad.

Answer 52

NATURALISTIC FALLACY

Question 53

organizing pattern for persuasive speaking in which the speaker begins by presenting main points that are opposed to his or her own position and then follows them with main points that support his or her own position.

Answer 53

REFUTATIONAL ORGANIZATIONAL PATTERN

Question 54

organizing pattern for persuasive speaking in which the speaker shows that his or her viewpoint is superior to other viewpoints on the topic.

Answer 54

COMPARATIVE ADVANTAGE PATTERN