chap 15

Question 1

the process of attempting to change or reinforce a listener’s attitudes, beliefs, values, or behavior

Answer 1

persuasion

Question 2

the use of force to get another person to think or behave as you wish; unethical bc it takes away free choice

Answer 2

coercion

Question 3

the sense of mental disorganization or imbalance that may prompt a person to change new information conflicts with previously organized thought patterns

Answer 3

cognitive dissonance

Question 4

abraham mallow’s classic theory that humans have five levels of needs and that lower-level needs must be met before people can be concerned about higher level needs

Answer 4

hierarchy of needs

Question 5

a contemporary theory that people can be persuaded both directly and indirectly

Answer 5

elaboration likelihood model ELM

Question 6

maslow’s hierarchy of needs in order lowest to highest

Answer 6

physiological needs
safety needs
social needs
self esteem needs
self actualization needs

Question 7

a learned predisposition to respond favorably or unfavorably to something; a like or dislike

Answer 7

attitude

Question 8

a sense of what is true or false

Answer 8

belief

Question 9

an enduring conception of right or wrong or good or bad

Answer 9

value

Question 10

a claim that something is or is not the case or that something did or did not happen claim with which you want your audience to agree

Answer 10

preposition of fact

Question 11

a claim that calls for the listener to judge the worth or importance of something ;

Answer 11

proposition of value

Question 12

a claim advocating a specific action to change a regulation, procedure or behavior ; “ we should”

Answer 12

proposition of policy

Question 13

the process of discovering the available means of persuasion

Answer 13

rhetoric

Question 14

the credibility or ethical character or a speaker

Answer 14

ethos

Question 15

an audience’s perception of a speaker’s competence, trustworthiness and dynamism

Answer 15

credibility

Question 16

an aspect of a speaker’s credibility that reflects whether the speaker is perceived skilled and knowledgeable and informed

Answer 16

competence

Question 17

an aspect of a speaker’s credibility that reflects whether the speaker is perceived as believable and honest

Answer 17

trustworthiness

Question 18

an aspect of a speakers credibility that reflects whether the speaker is perceived as energetic

Answer 18

dynamism

Question 19

talent charm and attractiveness

Answer 19

charisma

Question 20

the impression of a speaker’s credibility that listeners have before the speaker begins to speak

Answer 20

initial credibility

Question 21

the impression of speakers credibility based on what the speaker says and does during the speech

Answer 21

derived credibility

Question 22

the final impression listeners have of a speaker’s credibility after the speech has been concluded

Answer 22

terminal credibility

Question 23

using evidence and reasoning; logical arguments

Answer 23

logos

Question 24

evidence plus reasoning

Answer 24

proof

Question 25

the material used to support a point or premise

Answer 25

evidence

Question 26

the process of drawing a conclusion from evidence

Answer 26

reasoning

Question 27

using specific instances or examples to reach a probable general conclusion

Answer 27

inductive reasoning

Question 28

a special kind of inductive reasoning that draws a comparison between two ideas, things, or situations that share some essential common feature

Answer 28

reasoning by analogy

Question 29

moving from a general statement or principle to reach a certain specific conclusion

Answer 29

deductive reasoning

Question 30

a 3 part argument including a major premise a minor premise and a conclusion

Answer 30

syllogism

Question 31

relating two more more events in such a way as to conclude that one or more the events caused the others

Answer 31

casual reasoning

Question 32

false reasoning that occurs when someone attempts to persuade without adequate or with arguments that are irrelevant or inappropriate

Answer 32

logical fallacy

Question 33

making a faulty case and effect connection between two things or events

Answer 33

causal fallacy

Question 34

oversimplifying an issue as offering only two choices

Answer 34

either-or fallacy

Question 35

suggesting that because everyone believes something or does something, it must be accurate valid and effective

Answer 35

bandwagon fallacy

Question 36

reaching a conclusion without adequate supporting evidence

Answer 36

hasty generalization

Question 37

attacking irrelevant personal characteristics of someone connected with na idea rather than addressing the idea itself

Answer 37

personal attack

Question 38

irrelevant facts or information used to distract someone from the issue under discussion

Answer 38

red herring

Question 39

using emotion ; emotional appeals

Answer 39

pathos

Question 40

organization according to objections your listeners may have to your ideas and arguments

Answer 40

refutation

Question 41

the motivated sequence

Answer 41

``` attention need satisfaction visualization action ```

Question 42

alan h monroes 5 step plan for organizing a persuasive message

Answer 42

motivated sequence

Question 43

a word picture or the future

Answer 43

visualization

Question 44

a word picture of how much better things will be if a solution is implemented

Answer 44

positive visualization

Question 45

a word picture of how much worse things will be if a solution is not implemented a fear appeal

Answer 45

negative visualization

Question 46

for the receptive audience

Answer 46

- identify with the audience - state speaking objective overtly - use emotional appeals

Question 47

for the neutral audience

Answer 47

- hook audience with engaging introduction or attention step - appeal to common ground - limit the persuasive purpose

Question 48

for the unreceptive audience

Answer 48

- focus on universal beliefs and concerns - follow the principle of primacy - acknowledge opposing points of view - be especially aware of and effectively use nonverbal messages