GEB 3213 Chapter 14

42. _____ involves the management of facts, ideas or points of view to play upon inherent insecurities or emotional appeals to one's own advantage. a. Manipulation b. Coercion c. Bribery d. Intimidation e. Fallacy

a. Manipulation

15. Which of the following are examples of adoption as a goal of action? a. Persuading the audience to vote for a new candidate b. Persuading the audience to stop smoking c. Persuading the audience to stay in school d. Persuading the audience to stop littering e. Persuading the audience to not drink and drive

a. Persuading the audience to vote for a new candidate

21. Medical insurance and job security address which level of needs in Maslow's hierarchy? a. Safety needs b. Physiological needs c. Need to experience a sense of love and belonging d. Self-esteem needs e. Aesthetic need to experience beauty

a. Safety needs

16. The _____ goal of action involves persuading the audience to stop doing something they have been doing. a. discontinuance b. consideration c. avoidance d. prevention e. deterrence

a. discontinuance

31. In classical rhetorical strategy, _____ involves preparing the audience to consider an argument while _____ is the conclusion of the argument. a. exordium; peroration b. proposition; peroration c. narration; confirmation d. peroration; confirmation e. narration; exordium

a. exordium; peroration

54. When _____ your speech, you must determine the two to three main points that will be needed to support your central idea. a. organizing b. introducing c. delivering d. determining the purpose of e. evaluating

a. organizing

7. A retailer uses the following messages to advertise a sale: "Limited time offer", "Till stocks last", and "Hurry! This week only!" The retailer is operating on the principle of: a. scarcity. b. consistency. c. authority. d. reciprocity. e. consensus.

a. scarcity.

28. Beyond curiosity lies the need: a. to experience beauty. b. to feel empowered. c. to experience love and belonging. d. to make a difference in the world. e. to assert one's sense of self.

a. to experience beauty.

12. When the operational function of your persuasive speech is _____, you want to reinforce existing beliefs, intensify them, and bring them to the forefront. a. to stimulate b. to convince c. to call to action d. to increase consideration e. to develop tolerance

a. to stimulate

41. Emotions are often contagious. This implies that, as a speaker, you should: a. use your enthusiasm to raise the level of interest in your topic. b. emphasize that your relationship with your listeners is important to you. c. pay attention to how verbal and nonverbal messages reinforce and complement each other. d. plan for a time to provide responses and open dialogue after the conclusion of your speech. e. consider the audience's point of view and be specific about your concerns.

a. use your enthusiasm to raise the level of interest in your topic.

14. Which of the following goals of action focuses on persuading the audience to take on a new way of thinking or a new idea? a. Continuance b. Adoption c. Deterrence d. Consideration e. Conviction

b. Adoption

2. Which of the following statements is true regarding motivation? a. It is mostly implicit in nature. b. It involves the force, stimulus, or influence to bring about change. c. It is the act of presenting arguments to move or change your audience. d. It is the process that encourages the audience to change their beliefs or behavior. e. It can change the audience's behavior but not their beliefs.

b. It involves the force, stimulus, or influence to bring about change.

3. _____ is a system of assessing the extent to which audience members respond to a persuasive message. a. Gap analysis b. Measurable gain c. Social quotient d. Reciprocity e. Benchmarking

b. Measurable gain

17. Which of the following are examples of discontinuance as a goal of action? a. Persuading the audience to continue buying a product b. Persuading the audience to stop wearing fur c. Persuading the audience to not drop out of school d. Persuading the audience to delay sexual intercourse until marriage e. Persuading the audience to recycle

b. Persuading the audience to stop wearing fur

20. According to Maslow's hierarchy, we need to meet these needs before anything else. a. Safety needs b. Physiological needs c. Need to experience a sense of love and belonging d. Self-esteem needs e. Aesthetic need to experience beauty

b. Physiological needs

51. This fallacy tries to establish a cause-and effect relationship where only a correlation exists. a. Non sequitur b. Post hoc ergo propter hoc c. Straw man d. Circular argument e. Begging the question

b. Post hoc ergo propter hoc

5. _____ is the mutual expectation for exchange of value or service. a. Authority b. Reciprocity c. Commitment d. Consistency e. Consensus

b. Reciprocity

49. Ad hominem: a. is a weak argument set up to be easily refuted, distracting attention from stronger arguments. b. involves stating that someone's argument is wrong solely because of something about the person rather than about the argument itself. c. tries to establish a cause-and effect relationship where only a correlation exists. d. focuses on appealing to a common belief of some people, often prejudicial, and states everyone holds this belief. e. claims the truth of the very matter in question, as if it were already an obvious conclusion.

b. involves stating that someone's argument is wrong solely because of something about the person rather than about the argument itself.

47. In the _____ fallacy, the conclusion does not follow from the premises. a. ad hominem b. non sequitur c. ad populum d. post hoc ergo propter hoc e. straw man

b. non sequitur

18. Deterrence is a call to action that focuses on: a. persuading the audience to stop doing something what they have been doing. b. persuading the audience not to start something if they haven't already started. c. persuading the audience to delay a particular activity. d. persuading the audience to continue doing what they have been doing. e. persuading the audience to reduce the frequency of a particular behavior or activity.

b. persuading the audience not to start something if they haven't already started.

53. All of the following are guidelines for delivering a speech except: a. use speaking notes. b. read from the manuscript. c. work on maximum eye contact. d. provide handouts. e. use visual aids.

b. read from the manuscript.

24. In the fourth level of Maslow's hierarchy, we address our need for: a. social relationships. b. self-esteem. c. self-actualization. d. self-awareness. e. safety.

b. self-esteem.

29. In Maslow's hierarchy our most basic needs are quite_____, and as we progress through the levels, the level of _____ increases. a. simple; clarity b. specific; abstraction c. defined; tangibility d. logical; coherence e. changeable; stability

b. specific; abstraction

40. Expression of emotions is important, but requires the three Ts: a. thought, trust, and translation. b. tact, timing, and trust. c. time, talent, and thought. d. thought, tactic, and translation. e. tactic, talent, and time.

b. tact, timing, and trust.

36. In an argument by analogy, the claim is: a. that whatever is true of a good example or sample will be true of everything like it or the population it came from. b. that two situations, things or ideas are alike in observable ways and will tend to be alike in many other ways. c. that if two conditions always appear together, they are related. d. that what a credible source indicates is probably true. e. that it is an accepted or proper truth.

b. that two situations, things or ideas are alike in observable ways and will tend to be alike in many other ways.

35. In order to evaluate an argument by cause, one must: a. question the legitimacy of the source and the trustworthiness of the information. b. watch out for "after the fact, therefore because of the fact" (post hoc, ergo propter hoc) thinking. c. use the STAR system. d. identify the consequences of following the principle. e. watch for adverbs that end in "ly," as they qualify, or lessen the relationship.

b. watch out for "after the fact, therefore because of the fact" (post hoc, ergo propter hoc) thinking.

52. In this part of a persuasive speech one must reiterate the main points and provide synthesis. a. Attention statement b. Introduction c. Conclusion d. Body e. Residual message

c. Conclusion

38. Which of the following statements is not true about emotions? a. Emotions directly impact our own point of view and readiness to communicate. b. Emotions influence how, why, and when we say things. c. Emotions can always be easily controlled. d. Emotions are a psychological and physical reaction to stimuli that we experience as a feeling. e. Emotions influence how we say what we say, as well as also how we hear and what we hear.

c. Emotions can always be easily controlled.

1. _____ is defined as an act or process of presenting arguments to move, motivate, or change your audience. a. Measurable gain b. Elocution c. Persuasion d. Discourse e. Stimulation

c. Persuasion

32. "It is important to spay or neuter your pet." This statement would be classified under which of the following aspects of classical rhetorical strategy? a. Exordium b. Narration c. Proposition d. Confirmation e. Peroration

c. Proposition

46. Which of the following refers to any diversion intended to distract attention from the main issue, particularly by relating the issue to a common fear? a. Circular argument b. Ad populum c. Red herring d. Straw man e. Non sequitur

c. Red herring

25. Maslow discusses this level of needs in terms of how we feel about ourselves and our ability to assert control and influence over our lives. a. Physiological needs b. Safety needs c. Self-actualization d. Need to experience a sense of love and belonging e. Self-esteem needs

c. Self-actualization

10. The tendency to think that a product is good because "everybody else" thinks that it is good is related to the principle of: a. authority. b. consistency. c. consensus. d. reciprocity. e. scarcity.

c. consensus.

34. The STAR system is used to evaluate arguments by: a. analogy. b. sign. c. generalization. d. cause. e. authority.

c. generalization.

8. The principle of authority involves: a. the perception of safety and belonging in communication. b. the tendency of the individual to follow peers. c. referencing experts and expertise. d. focusing on the exclusive, the rare, the unusual, and the unique. e. convincing or motivating people to act immediately.

c. referencing experts and expertise.

13. When the operational function of your persuasive speech is to convince, your goal is: a. to change the audience's behavior. b. to increase consideration on the part of audience members whose views are either hostile or neutral. c. to get the audience to agree with your position. d. to reinforce and intensify the existing beliefs of the audience. e. to persuade the audience to either stop, not to start, or continue doing something.

c. to get the audience to agree with your position.

19. All of the following are reasons for engaging in communication except: a. to gain information. b. to understand communication contexts. c. to meet the needs of others. d. to perceive ourselves, our roles, and relationships with others. e. to understand our identity.

c. to meet the needs of others.

48. "Once a killer, always a killer." This statement is indicative of which of the following fallacies? a. Non sequitur b. Straw man c. Red herring d. Circular argument e. Ad populum

d. Circular argument

39. _____ involves getting tired, often to the point of rejection, of hearing messages that attempt to elicit an emotional response. a. Writer's block b. Perceptual fallacy c. Selective hearing d. Emotional resistance e. Refutation

d. Emotional resistance

9. Lawyers and business consultants operate on the principle of: a. reciprocity. b. scarcity. c. liking. d. authority. e. consensus.

d. authority.

44. Making someone do something they would not choose to do freely and threatening punishment are both indicative of: a. intentional bias. b. deception. c. manipulation. d. coercion. e. bribery.

d. coercion.

23. The third level in Maslow's hierarchy: a. drives people to place the well-being and safety of others over their own needs. b. motivates us to actively make a difference in our own world. c. focuses on our fear of losing our place in a group or access to resources. d. reinforces our need to be a part of a family, community, or group. e. allows us to contemplate the beauty that exists around us.

d. reinforces our need to be a part of a family, community, or group.

11. The tendency to be attracted to people who communicate to us that they like us, and who make us feel good about ourselves is a reflection of: a. the principle of reciprocity. b. the principle of authority. c. the principle of consensus. d. the principle of liking. e. the principle of commitment.

d. the principle of liking.

27. The next level of needs after self-actualization is the need: a. to experience love and belonging. b. to experience beauty. c. to assert one's sense of self. d. to know. e. to feel empowered.

d. to know.

50. _____ is also called the Bandwagon Fallacy. a. Non sequitur b. Straw man c. Red herring d. Circular argument e. Ad populum

e. Ad populum

55. Which of the following statements is true regarding an elevator speech? a. An elevator speech is a full sales pitch. b. An elevator speech should contain as much information as possible. c. An elevator speech is a formal event. d. An elevator speech is a "canned" thirty-second advertising message. e. An elevator speech should give a relaxed and genuine "nutshell" summary of one main idea.

e. An elevator speech should give a relaxed and genuine "nutshell" summary of one main idea.

45. Which of the following is true regarding speaking ethically? a. Use "emotional appeals" even if they lack a supporting basis of evidence. b. Advocate something which you yourself do not believe in. c. Ask your audience to link your idea or proposal to emotion-laden values, motives, or goals to which it is actually not related. d. Conceal your real purpose and your self-interest from the audience. e. Avoid distorting, hiding, or misrepresenting the number, scope, intensity, or undesirable features of consequences or effects.

e. Avoid distorting, hiding, or misrepresenting the number, scope, intensity, or undesirable features of consequences or effects.

43. _____ involves the selection of information to support your position while framing negatively any information that might challenge your belief. a. Coercion b. Fallacy c. Bribery d. Favoritism e. Intentional bias

e. Intentional bias

26. _____ can involve reaching your full potential, feeling accepted for who you are, and perceiving a degree of control or empowerment in your environment. a. Self-esteem b. Self-regulation c. Self-awareness d. Self-realization e. Self-actualization

e. Self-actualization

37. According to the National Transportation and Safety Board, older drivers are increasingly involved in motor vehicle accidents. This is an example of an argument by: a. principle. b. generalization. c. analogy. d. testimony. e. authority.

e. authority.

33. "If you can vote, drive, and die for your country, you should also be allowed to buy alcohol." This is an example of argument by: a. analogy. b. principle. c. sign. d. cause. e. generalization.

e. generalization.

4. In a _____ culture, you'll be expected to provide structure and clearly outline your position and expectations. a. long-term oriented b. collectivist c. feminine d. high power distance e. low context

e. low context

22. We seek affection from others: a. once we have asserted our sense of self and self-respect. b. once we begin to feel the need to experience beauty. c. once we begin to express independence and individuality. d. once we have what we need to live. e. once we have the basics to live and feel safe from immediate danger.

e. once we have the basics to live and feel safe from immediate danger.

6. If you are in customer service and go out of your way to meet the customer's need, you are appealing to the principle of _____ by increasing the likelihood of making a purchase from you because you were especially helpful. a. scarcity b. liking c. consensus d. authority e. reciprocity

e. reciprocity

30. Irwin Altman and Dalmas Taylor articulated the social penetration theory, which describes how we move from: a. in-groups to out-groups. b. explicit communication to implicit communication. c. subjective observations to objective observations about people. d. personal communication to interpersonal communication. e. superficial talk to intimate and revealing talk.

e. superficial talk to intimate and revealing talk.