T F 1. Persuasion is the skillful manipulation
of people to get them to do something against their will.
T F 2. The general goals of persuasion are
to reinforce, shape, and change.
T F 3. Shaping responses, one of the general
goals of persuasion, means getting the audience "in shape" by providing
them with strong arguments.
T F 4. The problem with persuasive goals that
require no change in the audience is that when no change occurs after the
speech, it is difficult to determine the effectiveness of either the speaker
or the speech.
T F 5. The three forces that motivate people
to behave one way or another are what their bodies tell them to do, what
their minds tell them to do, and what other people want them to do.
T F 6. Credibility of the source seems to have
little or no impact on a speaker's ability to persuade.
T F 7. A speaker who is seen as highly similar
to the audience is more likely to be effective than one who is seen as
quite dissimilar.
T F 8. A speaker low in credibility can sometimes
attain more attitude change when he or she asks for more.
T F 9. A boomerang effect occurs when a speech
has more impact later than sooner because of separation of source from
message over time.
T F 10. Logical appeals consist of propositions
and proofs.
T F 11. Evidence is one form of proof.
T F 12. Even the best evidence or proof in
support of a persuasive proposition might not alter audience behavior.
T F 13. After a fear appeal, audiences recall
the facts of a speech better when the speaker provides reassurance.
T F 14. The most commonly used patterns of
organization in persuasive speeches are the problem-and-solution, cause-and-effect,
and topical sequence.
T F 15. In persuasive speaking it is always
best to reveal your immediate purpose in your introduction.
T F 16. Your best argument should appear in
the middle of your speech for maximum effect.
T F 17. On controversial issues, on topics
with which the audience is uninvolved, and on topics highly familiar to
the audience, the best argument should be placed toward the end of the
speech.
T F 18. A speaker should present both sides
of the issue when his or her position is the only one that the audience
is likely to hear.
T F 19. You should refute counterarguments
before you present your own position, especially if the audience is already
likely to know the counterarguments.
T F 20. A novel or new argument generally has
more impact than a known old argument.
T F 21. Respect for your audience as an ethical
consideration discourages tricks, lies, distortion, and exaggeration.
T F 22. Accurate citation of sources is an
ethical consideration in a persuasive speech.
T F 23. One "test of evidence" is "Does the
evidence come from unbiased sources?"
24. The perspective of persuasive speaking proposed in
the book encourages you to study persuasion as a means of
A. skillfully getting people to do something against their
will.
B. manipulating images to get people to see something as
you want them to see it.
C. convincing people to choose the best ideas, the most
workable solutions.
D. seducing people by getting them to do things that are
not in their best interest.
25. To "shape" someone's responses through persuasion would
mean
A. getting them to move toward some ultimate goal without
expecting them to reach that ultimate goal.
B. asking the person to make a dramatic change in their
usual behavior.
C. making them feel inadequate unless they do as you say.
D. getting them to do as they did before without changing
any behavior.
26. Which of the following is most likely to be the topic
for a persuasive speech?
A. handicapped individuals now have rights you need to
observe
B. the provisions of the legislation to protect the handicapped
are public policy
C. the various building requirements for serving the physically
challenged are part of the law
D. what computers can do for the visually impaired
27. The word motivation comes from a Latin term meaning
A. "to secure"
B. "to moderate"
C. "to sensitize"
D. "to move"
28. The appropriateness of self-disclosure by a person
high in prestige has been found to
A. decrease as prestige increases.
B. increase as prestige increases.
C. remain the same as that of people low in prestige
D. become greater than that of people low in prestige
29. The main ingredients of logical appeals are
A. propositions and proofs.
B. facts and examples.
C. means and ends.
D. evidence and information.
30. "To refute" an argument means to
A. attack it
B. support it
C. provide evidence for it
D. provide additional arguments for it
31. Which of the following is the best example of an emotional
appeal?
A. You should earn a degree because it will increase your
lifetime earnings.
B. Seat belts will actually provide more protection for
you than will airbags, but airbags are crucial in the worst of accidents.
C. If you exercise at least three times per week, it will
help you prevent a heart attack.
D. If you wish to keep your job here, you will start coming
to work on time.
32. Which information on fear appeals is accurate according
to the text?
A. Strong fear appeals always work better than do moderate
fear appeals.
B. Omitting reassurance lowers the audience's ability to
recall facts from the speech.
C. Speakers who omit reassurance are regarded as better
speakers than those who include it.
D. Reassurance after a fear appeal results in greater opinion
shifts.
33. In which of the following conditions do arguments place
first or early in a speech have no impact?
A. When the speech is on a controversial issue.
B. When the topic is one with which the audience is uninvolved.
C. When the topic is one with which the audience is highly
familiar.
D. When the speech is about a topic the audience perceives
as uninteresting.
34. Which instruction for presenting one side or both is
false?
A. Present one side when the audience is friendly.
B. Present one side when the speaker's position is the
only one that the audience is likely to hear.
C. Present one side when the speaker is seeking immediate
but temporary change of opinion.
D. Present one side when the audience disagrees with your
position.
35. The term refutation is a synonym of the term
A. counterargument
B. assertion
C. aggression
D. conversion
36. Which advice about arguments is not presented in the
book?
A. Novel or new arguments have more impact than familiar
ones.
B. A speaker should refute counterarguments before proceeding
to his or her own position on the issue.
C. You should point out the flaws in your opposition before
you state your own position on the issue.
D. Old arguments work best with conservative audiences;
new ones, with more liberal audiences.
37. Using good evidence is an insufficient way to achieve
change in an audience; in addition, you need the element of
A. justification
B. proof
C. believability
D. truth
38. Which of the following is NOT a means of resisting
persuasion?
A. avoidance
B. skepticism
C. verification
D. acceptance
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