Chapter 25 Flashcards
A form of speech that is intended to influence the attitudes, beliefs, values, and a actions of others
Persuasive speaking
The process of influencing attitudes, beliefs,values, and behavior
Persuasion
Refer to persuasive appeals directed at the audience’s reasoning on a topic
Logos
A means of persuasion
Rhetorical proofs
Draw conclusions based on evidence
Reasoning
A general case; used in syllogisms and enthymemes
Major premise
A form of rational appeal defined as a three-part argument consisting of a major premise or general case, a minor premise or specific case, and a conclusion
Syllogism
A specific case; used in syllogisms and enthymemes
Minor premise
Reasoning from general condition to specific instance
Deductive reasoning
Moves from specific instances to a general condition
Inductive reasoning
An attempt to support a claim by asserting that a particular piece of evidence is true for all individuals or conditions concerned
Hasty over generalization
A syllogism presented as a probability rather than as an absolute, and it states either a general case or a specific case but not both
Enthymeme
The appeal to an audience’s emotions
Pathos
An unethical speaker who relies heavily on irrelevant emotional appeals to short-circuit listeners’ rational decision-making process
Demagogue
A persuasive appeal to audience members that deliberately arouses their fear and anxiety
Fear appeal
Information represented in such a way as to provoke a desired response
Propaganda
Moral character
Ethos
Each person has a set of basic needs ranging from the essential, life-sustaining ones to the less critical, self improvement ones
Maslow’s hierarchy of needs
A theory of persuasion developed by Icek Aizen and Martin Fishbein positing that audience members act according to the perceived costs and benefits associated with a particular action
Expectancy-outcome values theory
Listeners mentally process persuasive messages by one of two, routes, depending on the degree is their involvement in the message
Elaboration likelihood model of persuasion (ELM)
A mode of processing a persuasive message that involves thinking critically about the contents of the message and the strength and quality of the speaker’s arguments
Central processing
A mode of processing a persuasive message that does not consider the quality of the speaker’s message but is influenced by such noncontent issues
Peripheral processing
The quality that reveals that a speaker has a good grasp of the subject , displays sound reasoning skills, is honest and unmanipulative, and is genuinely interested in the welfare of audience members
Speaker credibility
