Chapter 15 Flashcards
Coercion
the act of using manipulation, threats, intimidation, or violence to gain compliance
Persuasion
process of influencing others’ attitudes, beliefs, and behaviors on a given topic
Persuasive Speaking
speech that is intended to influence the attitudes, beliefs, and behaviors of your audience
Attitudes
general evaluations of people, ideas, objects, or events
Beliefs
the ways in which people perceive reality
Behavior
the way we act or function
Proposition of Fact
claim of what is or what is not
Proposition of Value
make claims about something’s worth
Proposition of Policy
concerned with what should happen; claims about what should be pursued
Social Judgment Theory
ego involvement; ability to successfully persuade your audience depends on the audience’s current attitude
Receptive Audience
already agrees with viewpoints, likely to respond favorably to your speech
Neutral Audience
members neither support nor oppose you
Hostile Audience
opposes your message (or you) - hardest to persuade
Latitude of acceptance and rejection
the range of positions on a topic that are acceptable or unacceptable to an audience
Anchor Position
position on the topic at outset of speech
Hierarchy of Needs
physiological/survival, safety, social, esteem, self-actualizing
Elaboration likelihood model (ELM)
listeners process persuasive messages by one of two routes
Central Processing
think critically about the speaker’s message, question it, consider acting on it
Peripheral Processing
giving little thought to the message or dismissing it
Forms of Rhetorical Proof
major persuasive speaking strategies
ethos
moral character
logos
reasoning and logic
pathos
emotion
Logical fallacies
invalid or deceptive forms of reasoning
Bandwagon fallacy
accepting a statement as true because it is popular
Reduction to the absurd
extending argument to a level of absurdity
Red Herring fallacy
relies on irrelevant information for argument, diverting direction of argument
ad hominem fallacy
attack on the person rather than the person’s arguments
begging the question
present arguments that no one can verify because they’re not accompanied by valid evidence (circular argument)
either or fallacy
false dilemma fallacy; presenting only two alternatives on a subject and failing to acknowledge other alternatives
appeal to tradition
argument that uses tradition as proof; “that’s the way it’s always been”
slippery slope fallacy
speaker attests that some event must clearly occur as a result of another event without showing any proof that the second event is caused by the first
Problem-solution pattern
establish and prove existence of a problem and then present a solution
Refutational Organizational Pattern
speakers present main points that are opposed to own position and follow them with main points that support their position
Comparative Advantage Pattern
most effective when your audience is already aware of the issue or problem and agrees a solution is needed, just shows your viewpoint is superior to others on the topic
Monroe’s motivated sequence
attention, need, satisfaction, visualization, action
