Chapter 15 Flashcards
The psychology of persuasion
There must be a disagreement or else there would be no need for persuasion
persuasion
The process of creating reinforcing or changing peoples beliefs or actions
Target audience
Portion of the whole audience of the whole audience the speaker most wants to persuade
Question of fact
A question about the truth of the falsity of an assertion
Question of value
A question about the worth rightness morality and so forth of an idea or action
Question of policy
A question about whether a specific course of action should or should not be taken
Need
The first basic issue in and analyzing a question of policy is there a serious problem or need that requires a change from current policy
Plan
The second basic issue in analyzing question of policy if there’s a problem with current policy does the speaker have a plan to solve the problem
Practicality
The third basic issue in analyzing question of policy will the speakers plans solve the problem ? will it create new and more serious problems
Problem solution order
A method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem
Problem cause solution
A method of organizing persuasive speeches in which the first main point identifies the problem the second main point analyzes the causes of the problem and the third main point presents a solution to the problem
Comparative advantage order
A method of organizing persuasive speeches in which each main point explains why a speaker solution to a problem is preferable to other proposed solutions
Monroe’s motivated sequence
A method of organizing persuasive speeches that seek immediate action. The five steps of motivated sequence are attention, need, satisfaction, visualization, and action
