SPC1017 Final Zeigler Exam with Questions
with Answers
Ethos - Answer Credibility/believability (ethics=ethical proof), (most important),
established by TRUSTWORTHINESS, EXPERTISE, ETHICS, and DYNAMISM
Trustworthiness - Answer Say what you're going to do and follow through (a way to
establish ETHOS)
Expertise - Answer Knowledge on a subject established through RESEARCH,
COMMITMENT, and EXPERIENCE (a way to establish ETHOS)
Ethics - Answer Ethical framework-idea of good, bad, right, wrong (a way to establish
ETHOS)
Dynamism - Answer Positive energy/charisma/enthusiasm; treat everyone as if they are
the most important person in the room (a way to establish ETHOS)
Pathos - Answer Emotional proof, based on Maslow's hierarchy of needs
Maslow's Hierarchy of Needs - Answer Physical (physiological?), safety,
belongingness/love, self-esteem (self-respect/recognition/respect from others), self
actualization
Logos - Answer Logical proof, establishing arguments (inductive and deductive
reasoning, causality, analogies)
Inductive Reasoning - Answer Observations, generalizations based on specific
observations, (bottom-up); establishes LOGOS
, Deductive Reasoning - Answer Have generalization in head and then observe and
confirm generalizations through specific observations (top-down); establishes LOGOS
Causality - Answer This causes this, hard to establish and is mixed up with correlation;
establishes LOGOS
Analogy - Answer Compare directly to another situation/thing (use this for that and it
worked so lets do it for this), establishes LOGOS
Motivational Sequence (ANSVA) - Answer Attention, Need, Satisfaction, Visualization,
Action (ANSVA); way to organize speech
Inoculation Theory of Persuasion - Answer How attitudes and beliefs change, 1 vs 2-
sided arguments, virus example, counter-arguments/refutation
Nonverbal Communication - Answer Largely unconscious, may conflict with verbal,
varies by gender, shows power, cultural, shows true feelings/attitudes; holistic (not
linear), can't stop it
Paralanguage - Answer Rate, pitch, volume, and quality at which we speak, vocal fillers
Kinesics - Answer Body movement; EMBLEMS, ILLUSTRATORS, REGULATORS, FEELINGS,
ADAPTORS, compliment, contradict
Emblems - Answer Directly transfer into words
Illustrators/Accents - Answer Chop, emphasize, and reinforce words
