Persuasion is a psychological process in which listeners engage in a mental dialogue with the speaker.

Audience analysis and adaptation are usually more demanding in persuasive speaking than in speaking to inform.

Free

True False

When trying to persuade a hostile audience, you should usually be wary oeven mentioning the audience's objections to your point oview.

Free

True False

Research indicates that audiences often engage in a mental give-and-take with the speaker as they listen to a persuasive speech.

Free

True False

When trying to persuade listeners that are skeptical about your position, you need to deal directly with the reasons for their skepticism.

True False

When speaking to persuade, you need to think oyour speech as a kind omental dialogue with your audience.

True False

As your textbook explains, when faced with an audience that strongly opposes your point oview, you can consider your persuasive speech a success iit leads even a few listeners to reexamine their views.

True False

Your success in a persuasive speech will usually depend on how well you adapt to the attitudes, beliefs, and values oyour audience.

True False

Even though a persuasive speaker's goal is to influence the audience's beliefs or actions, she or he still has an ethical obligation to present evidence fairly and accurately.

True False

Oall the kinds opublic speaking, persuasion is the most complex and the most challenging.

True False

No matter how carefully prepared or skillfully delivered a persuasive speech is, it may be impossible to change the minds osome oyour listeners.

True False

When speaking to persuade, you should try to anticipate places where the audience might object and then answer the objections in your speech.

True False

One way for a persuasive speaker to uphold the ethical obligations ospeechmaking is to learn about all sides oan issue.

True False

Because everyone knows that a persuasive speaker's goal is to influence the audience's beliefs or actions, questions oethics are less important in persuasive speaking than in other kinds ospeaking.

True False

The target audience is that portion othe whole audience that the speaker most wants to persuade.

True False

As your textbook explains, persuasion takes place only ithe audience is strongly in favor othe speaker's position by the end othe speech.

True False

Moving listeners from being strongly opposed to a speaker's position to being only moderately opposed would be a sign oa successful persuasive speech.

True False

Persuasive speakers should aim to construct speeches that are both convincing and ethically sound.

True False

Persuasion is a psychological process in which listeners engage in a mental dialogue with the speaker.

True False

Audience analysis and adaptation are usually less challenging in persuasive speaking than in speaking to inform.

True False

Persuasion is the process ocreating, reinforcing, or changing people's beliefs or actions.

True False

86. When giving a persuasive speech to an audience that opposes your point of view, it is especially important that you use to answer their objections to your views. a. reinforce your competence on the topic.

Feedback: When you give a persuasive speech on a question of value, you need to justify your value judgment against a set of standards or criteria.

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

Persuasive speeches on questions of policy must address three basic issues – need, plan, and practicality.

Chapter 15 Study Questions

74. Of all the kinds of speechmaking, speaking is the most complex and the most challenging.

* a. persuasive

b. after-dinner

c. ceremonial

d. informative

e. commemorative

75. Which of the following is an instance of persuasive speaking?

a. A coach reviewing the offensive plays for next week’s game.

b. A lawyer explaining the details of a plea bargaining agreement to her client.

* c. An architectural firm recommending adoption of its building plan.

d. A botanist reporting the discovery of a new species.

e. An activist honoring past leaders of the labor movement.

76. Which of the following is an instance of persuasive speaking?

a. A president of a company presenting an award to an outstanding employee.

b. A marketing manager explaining a new product to the company’s sales force.

c. A personnel manager defining employee benefits at a meeting of workers.

* d. A union representative urging management to avoid a strike by raising wages.

e. A finance officer reporting sales figures to the board of directors.

77. Which of the following is an instance of persuasive speaking?

a. A friend offering a humorous toast at a wedding

* b. A volunteer convincing a group of citizens to sign a petition.

c. An academic advisor explaining the study abroad process.

d. all of the above

e. a and c only

78. Which of the following is an instance of persuasive speaking?

a. A United States President praising World War II veterans.

b. A history professor lecturing on the rise of industrialism.

c. A judge explaining the rules of evidence during a criminal trail.

* d. A developer urging the city council to build a new convention center.

e. A geneticist reporting her research to a professional meeting.

79. According to your textbook, persuasion is a psychological process in which listeners engage in a with the speaker.

* a. mental dialogue

b. situational disagreement

c. cognitive restructuring

d. feedback loop

e. logical debate

80. According to your textbook, you should think of your persuasive speech as

a. essentially the same as a commemorative speech.

* b. a kind of mental dialogue with the audience.

c. less challenging than speaking to inform.

d. all of the above.

e. b and c only.

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

a. core audience

* b. target audience

c. projected audience

d. intended audience

e. focus audience

82. That part of the audience a speaker most wants to persuade is called the

a. specific audience.

b. designated audience.

c. central audience.

d. special audience.

* e. target audience.

83. Emily wanted to convince the technology department at her company to adopt a new database system. Some staff members supported the change, a few were opposed, and most were undecided. Emily realized that the undecided group was her , so she focused above all on persuading them.

a. majority audience

b. projected audience

c. focus audience

d. central audience

* e. target audience

84. Marta circulated a questionnaire to gauge her classmates’ attitudes toward adopting a citywide ban on smoking in all public buildings. She discovered that 5 audience members already agreed there should be a ban, 6 were firmly opposed, and 10 were undecided. From these results, Marta decided that the 10 undecided class members were the for her speech.

a. projected audience

b. majority audience

c. focus audience

d. central audience

* e. target audience

85. If you want to persuade a skeptical audience, which of the following is it most important for you to do in your speech?

a. Define unclear terms in the introduction.

b. Organize the speech in problem-solution order.

c. Focus the speech on questions of value.

* d. Answer the reasons for the audience’s skepticism.

e. Include a call for action in the conclusion.

86. As your textbook explains, if you want to persuade a skeptical audience, you need to

a. Organize the speech in Monroe’s motivated sequence.

b. Urge the audience to take immediate action.

c. Circulate an audience-analysis questionnaire.

* d. Answer the reasons for the audience’s skepticism.

e. Focus your speech on questions of practicality.

87. The three types of questions that give rise to persuasive speeches are questions of

a. opinion, fact, and policy.

b. problem, cause, and solution.

* c. fact, value, and policy.

d. opinion, attitude, and value.

e. need, plan, and practicality.

88. A persuasive speech exploring the truth or falsity of an assertion is known as a speech on a question of

a. value.

b. opinion.

c. evidence.

d. policy.

* e. fact.

89. “To persuade my audience that long-term exposure to electromagnetic fields can cause serious health problems” is a specific purpose statement for a persuasive speech on a question of

a. value.

b. opinion.

c. attitude.

d. policy.

* e. fact.

90. “To persuade my audience that the use of cell phones by car drivers has contributed to a growing number of automobile accidents” is a specific purpose statement for a persuasive speech on a question of

a. policy.

b. attitude.

* c. fact.

d. value.

e. opinion.

91. “To persuade my audience that soccer will become the highest revenue-producing sport in the United States by 2015” is a specific purpose statement for a persuasive speech on a question of

a. policy.

b. opinion.

c. value.

* d. fact.

e. attitude.

92. According to your textbook, “To persuade my audience that birds evolved from dinosaurs” is a specific purpose statement for a persuasive speech on a question of

a. policy.

* b. fact.

c. opinion.

d. knowledge.

e. research.

93. “To persuade my audience that another major earthquake will strike Los Angeles before the year 2020” is a specific purpose statement for a persuasive speech on a question of

* a. fact.

b. attitude.

c. value.

d. policy.

e. opinion.

94. “To persuade my audience that preemptive strikes against suspected terrorists is morally justifiable” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. opinion.

c. strategy.

d. attitude.

* e. value.

95. “To persuade my audience that it is unethical for politicians to accept trips paid for by lobbyists” is a specific purpose statement for a persuasive speech on a question of

* a. value.

b. policy.

c. attitude.

d. opinion.

e. fact.

96. According to your textbook, “To persuade my audience that downloading music from the Internet for personal use is ethically wrong” is a specific purpose statement for a persuasive speech on a question of

a. policy.

b. opinion.

* c. value.

d. legality.

e. fact.

97. According to your textbook, “To persuade my audience that doctor-assisted suicide is morally acceptable” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. policy.

c. judgment.

d. health.

* e. value.

98. “To persuade my audience that Bill Clinton deserves to be rated as a great President” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. attitude.

* c. value.

d. policy.

e. opinion.

99. “To persuade my audience that it is unethical for journalists to invade people’s private lives” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. attitude.

* c. value.

d. policy.

e. opinion.

100. According to your textbook, “To persuade my audience that they should adopt a program of regular exercise” is a specific purpose statement for a persuasive speech on a question of

a. action.

* b. policy.

c. attitude.

d. value.

e. fact.

101. According to your textbook, “To persuade my audience that they should practice abstinence as a way to protect themselves from sexually transmitted diseases” is a specific purpose statement for a persuasive speech on a question of

a. value.

b. attitude.

c. obligation.

d. judgment.

* e. policy.

102. “To persuade my audience to take a class that will teach them CPR” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. attitude.

c. value.

* d. policy.

e. opinion.

103. “To persuade my audience that there should be tougher enforcement of laws to protect the victims of domestic abuse” is a specific purpose statement for a persuasive speech on a question of

a. value.

b. attitude.

* c. policy.

d. opinion.

e. judgment.

104. “To persuade my audience that local governments should have full power to regulate cable television companies” is a specific purpose statement for a persuasive speech on a question of

* a. policy.

b. opinion.

c. attitude.

d. fact.

e. value.

105. “To persuade my audience that the United States National Park Service should reduce the number of camp sites in national parks by 50 percent” is a specific purpose statement for a persuasive speech on a question of

a. fact.

b. attitude.

c. value.

* d. policy.

e. opinion.

106. At which of the following would you be most likely to hear a persuasive speech on a question of fact?

a. a graduation ceremony

* b. a jury trial

c. an awards ceremony

d. a political convention

e. a retirement banquet

107. Persuasive speeches on questions of fact are usually organized in order.

* a. topical

b. problem-solution

c. comparative advantages

d. problem-cause-solution

e. descriptive

108. As your textbook explains, persuasive speeches on questions of value are most often organized in order.

* a. topical

b. analytical

c. chronological

d. deductive

e. causal

109. As your textbook explains, whenever you give a persuasive speech on a question of value, you need to

a. concentrate on convincing listeners who already share your view.

b. organize the speech according to Monroe’s motivated sequence.

c. conclude your speech by urging the audience to take immediate action.

d. deal with all three basic issues of need, plan, and practicality.

* e. justify your value judgment against a set of standards or criteria.

110. The specific purpose for Scott’s persuasive speech is “To persuade my audience to replace their incandescent light bulbs with compact fluorescents.” According to your textbook, Scott is speaking on a question of

a. fact.

b. research.

c. opinion.

* d. policy.

e. value.

111. The specific purpose for Yaoling’s persuasive speech is “To persuade my audience that humans have an ethical responsibility to prevent the extinction of animal species.” According to your textbook, Yaoling is speaking on a question of

a. fact.

b. opinion.

c. knowledge.

d. research.

* e. value.

112. According to your textbook, “To persuade my audience that cheating on schoolwork is never justified” is a specific purpose statement for a persuasive speech on a question of

* a. value.

b. opinion.

c. practicality.

d. standards.

e. policy.

113. Persuasive speeches on questions of argue for or against particular courses of action.

a. need

b. value

* c. policy

d. fact

e. plan

114. As your textbook explains, when you give a persuasive speech on a question of

, you can seek either passive agreement or immediate action from your audience.

a. opinion

* b. policy

c. judgment

d. value

e. fact

115. The is the obligation of a persuasive speaker to prove that a change from current policy is necessary.

* a. burden of proof

b. strategic duty

c. deliberative responsibility

d. balance of practicality

e. causal imperative

116. As your textbook explains, you must deal with three basic issues whenever you discuss a question of policy. Those issues are need, plan, and

a. efficiency.

* b. practicality.

c. productivity.

d. flexibility.

e. viability.

117. Which of the following specific purpose statements is from a persuasive speech seeking passive agreement?

a. To persuade my audience to sign organ donor cards.

b. To persuade my audience to vote in the next local election.

c. To persuade my audience to boycott coffee from plantations that damage the rainforests.

* d. To persuade my audience that the campus library should be open 24 hours a day.

e. To persuade my audience to adopt a regular exercise program.

118. Which of the following specific purpose statements is from a persuasive speech seeking immediate action?

a. To persuade my audience that the federal government should increase funding to provide computers for children in low-income housing.

b. To persuade my audience that the state must increase funding for wetland preservation.

c. To persuade my audience that federal campaign finance laws must be reformed to preserve the integrity of electoral process.

* d. To persuade my audience to decrease the amount of electricity they use during the summer in order to prevent blackouts.

e. To persuade my audience that the college administration should increase spending for intramural athletics on campus.

119. Which of the following specific purpose statements is from a persuasive speech seeking passive agreement?

a. To persuade my audience to join a fraternity or sorority.

b. To persuade my audience to increase their consumption of fruits and vegetables.

* c. To persuade my audience that the college should adopt an honor code.

d. To persuade my audience to become more involved in campus government.

e. To persuade my audience to become organ donors.

120. Which of the following specific purpose statements is from a persuasive speech seeking immediate action?

a. To persuade my audience that the federal government should establish a committee to study the regulation of genetically engineered food.

* b. To persuade my audience to write their U.S. senators and representatives in support of a bill to regulate genetically engineered food.

c. To persuade my audience that proposed legislation to regulate genetically engineered food will hurt farmers.

d. To persuade my audience that the federal government must take steps to regulate genetically engineered food.

e. To persuade my audience that genetically engineered food poses serious health dangers to consumers.

121. Regardless of whether your aim is to encourage passive agreement or immediate action, you must deal with three basic issues whenever you discuss a question of policy. They are

a. cause, effect, and practicality.

b. evidence, practicality, and reasoning.

c. need, action, and reaction.

d. problem, plan, and solution.

* e. need, plan, and practicality.

122. Which of the following specific purpose statements is from a persuasive speech seeking immediate action?

a. To persuade my audience that the state legislature should stiffen driver’s license requirements for persons over the age of 75.

* b. To persuade my audience to write their legislators in support of stiffening driver’s license requirements for persons over the age of 75.

c. To persuade my audience that the proposed bill to stiffen driver’s license requirements for persons over the age of 75 is just and reasonable.

d. To persuade my audience that the state legislature has no business stiffening driver’s license requirements for persons over the age of 75.

e. To persuade my audience that acting now to stiffen driver’s license requirements for people over the age of 75 will save lives.

123. Which of the following statements is most clearly directed at the practicality issue in a persuasive speech on a question of policy?

a. My solution has three major steps.

b. We can no longer ignore the seriousness of the problem.

c. There are three ways to judge the morality of capital punishment.

* d. If my plan is adopted, it will be less expensive than the current system.

e. If the government knew what it was doing, we wouldn’t be in this mess.

124. If you give a persuasive speech advocating a change in policy, your main points often will fall naturally into order.

* a. problem-solution

b. chronological

c. causal

d. comparative advantages

e. topical

125. Nina’s persuasive speech contained the following statement:

The lack of a national law requiring seat belts on school buses is a serious problem in the United States. Last year alone, 437 children were killed and more than 5,000 injured in accidents involving school buses. Given all the advances in automobile safety in recent years, how can we continue to allow our children to ride in unsafe vehicles?

Which of the three basic issues of persuasive speeches on questions of policy did Nina address in this excerpt?

a. practicality

* b. need

c. satisfaction

d. plan

e. visualization

126. In a speech seeking to persuade his audience to donate blood, Ian explained how little time the donation process would take from their busy schedules. Which of the three basic issues of persuasive speeches on questions of policy did Ian address in this part of his speech?

a. need

b. action

c. motivation

* d. practicality

e. fact

127. While attempting to persuade her audience to volunteer for a community literacy program, Terri provided evidence that volunteering takes only two hours a week and that employers look for volunteer service on resumés from job applicants. Which of the three basic issues of persuasive speeches on questions of policy was Terri addressing in this section of her speech?

a. need

b. relevance

* c. practicality

d. clarification

e. solution

128. In a speech seeking to persuade her audience to support the city’s ban on unlimited drink specials at local bars, Jasmine used examples and statistics to demonstrate the seriousness of binge drinking as a problem on college campuses. Which of the three basic issues of persuasive speeches on questions of policy did Jasmine address in this part of her speech?

* a. need

b. fact

c. action

d. value

e. plan

129. During his persuasive speech, Jon pointed to the success of communities where cameras have been installed to catch speeding drivers as evidence that such cameras would be effective in his community as well. Which of the three basic issues of persuasive speeches on questions of policy did Jon address in this portion of his speech?

a. need

* b. practicality

c. motivation

d. action

e. proof

130. The specific purpose of Jessica’s persuasive speech was “To persuade my audience to sign up for a self-defense class.” At one point, she explained exactly where and how her classmates could register for a self-defense class. Which step of Monroe’s motivated sequence did Jessica address in this portion of her speech?

a. need

b. attention

c. visualization

* d. satisfaction

e. action

131. Li’s persuasive speech contained the following statement:

To solve the problem of decreasing personal privacy due to electronic data-gathering by businesses, I propose more stringent privacy laws. These laws should impose strict controls on the collection of personal information by businesses. These laws should also include stiff penalties for anyone who uses personal information for unauthorized purposes.

Which of the three basic issues of persuasive speeches on questions of policy did Li address in this excerpt?

a. need

b. practicality

c. visualization

d. problem

* e. plan

132. The burden of always rests with the persuasive speaker who advocates change.

a. fact

b. opinion

c. refutation

d. strategy

* e. proof

133. Heather gave her persuasive speech on the problem of teenage alcoholism. In her first main point, she showed how serious the problem is. In her second main point, she explained why the problem had reached its current proportions. In her third main point, she presented some ways of coping with the problem. What organizational pattern did Heather use in her speech?

a. need-plan-practicality

b. comparative advantages

c. Monroe’s motivated sequence

* d. problem-cause-solution

e. topical

134. Seth’s persuasive speech contained the following statement:

Will my policy work? Can we institute a law protecting individual privacy against electronic data-gathering by businesses? The answer is yes. A policy similar to mine has already been insti-tuted successfully in most of the countries of Western Europe.

Which of the three basic issues of persuasive speeches on questions of policy did Seth address in this excerpt?

a. need

b. proposal

* c. practicality

d. strategy

e. action

135. Roberto’s persuasive speech on a question of policy contains the following transition between the first and second main points:

As we have seen, excessive caffeine consumption can create serious problems for your body’s nervous system and immune system. We’re now ready to look at ways you can start reducing your intake of caffeine.

Roberto’s speech is organized according to which pattern of organization?

a. causal

* b. problem-solution

c. comparative advantages

d. persuasive sequence

e. topical

136. The following set of main points for a persuasive speech on a question of policy follows which pattern of organization?

I. Installing filtering software on computers in homes, schools, and public libraries is a more effective way of controlling children’s access to Internet pornography than is parental monitoring.

II. Installing filtering software on computers in homes, schools, and public libraries is a more effective way of controlling children’s access to Internet pornography than are government regulations.

a. need-plan-practicality

b. Monroe’s motivated sequence

c. problem-cause-solution

* d. comparative advantages

e. causal

137. The following set of main points for a persuasive speech on a question of policy follows which pattern of organization?

I. The shortage of nurses has become a serious national problem.

II. The problem can be solved by offering nurses better salaries and better working conditions.

a. deliberative

* b. problem-solution

c. comparative advantages

d. need-plan-practicality

e. causal

138. The following set of main points for a persuasive speech on a question of policy follows which pattern of organization?

I. Bacterial meningitis is a deadly disease that can spread easily on college campuses.

II. Every college student should be required to get vaccinated against bacterial meningitis.

a. causal

b. deliberative

c. need-plan-practicality

d. comparative advantages

* e. problem-solution

139. According to your textbook, which pattern of organization is used in the following set of main points for a persuasive speech urging the audience to donate time to famine-relief organizations?

I. Donating time to famine-relief organizations is more effective than donating money because it reduces a country’s depend-ence on foreign aid.

II. Donating time to famine-relief organizations is more effective than donating money because it creates a personal connection to the people you are helping.

a. analysis of benefits

b. need-plan-practicality

c. Monroe’s motivated sequence

* d. comparative advantages

e. problem-solution

140. The following set of main points for a persuasive speech on a question of policy follows which pattern of organization?

I. Childhood obesity is a serious health crisis in the United States.

II. Childhood obesity is caused by a range of factors from poor nutrition to lack of exercise.

III. Childhood obesity can be reduced by action from parents, schools, and the fast-food industry.

a. comparative advantages

* b. problem-cause-solution

c. Monroe’s motivated sequence

d. need-plan-practicality

e. topical

141. As your textbook explains, order is a way to structure a persuasive speech on a question of policy when the audience already agrees that a problem exists but needs to be persuaded that your plan provides the best solution to the problem.

a. problem-solution

* b. comparative advantages

c. problem-cause-solution

d. Monroe’s motivated sequence

e. need-plan-practicality

142. Alex’s persuasive speech on a question of policy includes the following connective between the second and third main points:

First we saw that health complications from obesity are a growing problem among young adults. Then we looked at some of the major factors leading to this problem. Now let’s look at the steps we can take to eliminate the problem.

Alex’s speech is organized according to which pattern of organization?

a. problem-solution

b. comparative advantages

* c. problem-cause-solution

d. persuasive sequence

e. none of the above

143. Because it follows the process of human thinking, is particularly useful for organizing persuasive speeches that seek immediate action.

a. Mitchell’s strategic progression

b. comparative advantages order

* c. Monroe’s motivated sequence

d. problem-cause-solution order

e. Morgan’s psychological series

144. Which organizational pattern is especially effective for persuasive speeches that seek immediate action by listeners?

a. comparative advantages order

* b. Monroe’s motivated sequence

c. problem-solution order

d. reflective-thinking sequence

e. psychological process order

145. What organizational method for persuasive speeches is designed to take the audience through the five steps of attention, need, satisfaction, visualization, and action?

a. Maswell’s influence model

b. reflective-thinking sequence

c. Miller’s psychological process

d. target audience order

* e. Monroe’s motivated sequence

146. The major reason Monroe’s motivated sequence is such an effective way of organizing persuasive speeches that seek action from listeners is because it

a. is limited to five steps.

b. can be easily adapted to standard outlining form.

* c. follows the process of human thinking.

d. is more detailed than problem-solution order.

e. is often used by advertisers.

147. Using vivid imagery to help listeners see the benefits of the plan you are advocating is crucial to the step within Monroe’s motivated sequence.

a. attention

b. motivation

c. satisfaction

* d. visualization

e. action

148. Which of the following is the first step in Monroe’s motivated sequence?