Ch 14

Question 1

learned predispositions to evaluate something in a positive or negative way that guides people’s thinking and behavior

Answer 1

attitudes

Question 2

what a person holds to be true or false

Answer 2

beliefs

Question 3

deeply held and enduring judgements of significance or importance that often provide the basis for both beliefs and attitudes

Answer 3

values

Question 4

a belief that the majority of people in an audience will view either true or false

Answer 4

given belief

Question 5

a claim maintaining that a course of action should or should not be taken

Answer 5

claim of policy

Question 6

a speech delivered in attempt to impact an audience

Answer 6

speech to convince

Question 7

a claim maintaining that something is bad or good

Answer 7

claim of value

Question 8

a claim maintaining that something is true or false

Answer 8

claim of fact

Question 9

a claim maintaining that something will be true or false in the future

Answer 9

claim of conjecture

Question 10

reinforcing an existing way of thinking

altering an existing way of thinking

creating a new way of thinking

Answer 10

impact audience thinking

Question 11

a speech that is delivered in an attempt to impact audience behavior

Answer 11

speech to actuate

Question 12

reinforcing an existing behavior

altering an existing behavior

ceasing an existing behavior

enacting a new behavior

avoiding a future behavior

Answer 12

impacting audience behavior

Question 13

sequential method of persuasion that involves making a small request and then following up with a second

Answer 13

foot in the door technique

Question 14

sequential method of persuasion that involves making a request so large that it will be turned down and then following up with a second smaller request

Answer 14

door in the face technique

Question 15

sequential method of persuasion maintaining that when a person is given something or offered favors by someone else, likely to comply with request

Answer 15

pregiving technique

Question 16

explains the process of fear appeals using the key elements of perceived threat and perceived efficacy

Answer 16

extended parallel process model

Question 17

anger, disgust, happiness, hope

Answer 17

lost emotion of persuasion

Question 18

involves interpersonal attempts at influence, ie behavior

Answer 18

compliance gaining

Question 19

contextual influence of compliance gaining based on power dimensions within a relationship

Answer 19

dominance

Question 20

contextual influence of compliance gaining based on anticipated opposition

Answer 20

resistance

Question 21

contextual influence of compliance gaining based on the perceived effects a compliance gaining strategy might have on a relationship

Answer 21

relational consequences

Question 22

contextual influence of compliance gaining based on potential personal gain

Answer 22

personal benefit

Question 23

contextual influence of compliance gaining based on the degree to which the desired outcome seems justified

Answer 23

rights

Question 24

contextual influence of compliance gaining based on anxiety resulting from the circumstances

Answer 24

apprehension