Chapter 14 Flashcards
Actuate
To move members of an audience toward a specific behavior.
Ad Hominem Fallacy
Fallacious argument that attacks the integrity of a person to weaken his or her position.
Anchor
The position supported by audience members before a persuasion attempt.
Argumentum Ad Populum Fallacy
Fallacious reasoning based on the dubious notion that because many people favor an idea.
Argumentum Ad Verecundiam Fallacy
Fallacious reasoning that tries to support a belief by relying on the testimony of someone who is not an authority on the issue being argued.
Convincing
A speech goal that aims at changing audience member’s beliefs, values, or attitudes.
Credibility
The believability of a speaker or other source of information.
Direct Persuasion
Persuasion that does not try to hid or disguise the speaker’s persuasive purpose.
Either-Or Fallacy
Fallacious reasoning that sets up false alternatives, suggesting that if the inferior one must be rejected, then the other must be accepted.
Emotional Evidence
Evidence that arouses emotional reactions in an audience.
Ethical Persuasion
Persuasion in an audience’s best interest that does not depend on false or misleading information to induce change in that audience.
Evidence
Material used to prove a point, such as testimony, statistics, and examples.
Fallacy
An error in logic.
Indirect Persuasion
Persuasion that disguised or deemphasizes the speaker’s persuasive goal.
Latitude Of Acceptance
In social judgement theory, statements that a receiver would not reject.
Latitude Of Noncommitment
In social judgement theory, statements that a receiver would not reject.
Latitude Of Rejection
In social judgement theory, statements that a receiver would not care strongly about one way or another.
Motivated Sequence
A five-step plan used in persuasive speaking.
Persuasion
The act of motivating a listener, through communication, to change a particular belief, attitude, value, or behavior.
Post Hoc Fallacy
Fallacious reasoning that mistakenly assumes that one event causes another because they occur sequentially.
Proposition Of Fact
Claim bearing on issue in which there are two or more sides of conflicting factual evidence.
Proposition Of Value
Claim bearing on issue involving the worth of some idea, person, or object.
Reductio Ad Absurdum Fallacy
Fallacious reasoning that unfairly attacks an argument by extending it to such extreme lengths that it looks ridiculous.
Social Judgement Theory
Explanation of attitude change that posits that opinions will change only in small increments and only when the target opinions lie within the receiver’s latitudes of acceptance and non commitment.
Target Audience
That part of an audience that must be influenced in order to achieve a persuasive goal.
