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Persuasion and Presentations > Midterm > Flashcards

Midterm Flashcards

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1
Q

Artistotle’s Three Modes of Persuasive Proof

A

Ethos, Pathos, Logos

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2
Q

What is Ethos?

A

credibility, ethics.

  • to convince an audience of the speaker’s credibility
  • to convince an audience the speaker is worth listening to
  • to have ethos or earn it, appeal to right or wrong
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3
Q

What is Logos?

A

reason, logic.

  • used to describe facts and figures to support it
  • enhances ethos because the information makes the speaker look knowledgable
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4
Q

What is Pathos?

A

emotion.

  • the emotional influence the speaker has on the audience
  • create a favourable emotional affection for objective
  • often thought to be most powerful
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5
Q

What are the two reasoning’s behind Logos and what do they mean?

A

Deductive and Inductive reasoning.
Deductive: based on premise, conclusion must be true.
Inductive: based on premise, outcome is probable.

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6
Q

What are the two routes within the Elaboration Liklihood Model?

A

Central and Peripheral Route

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7
Q

What is the Central Route?

A

thinking logically.

When persuasion likely results from careful and thoughtful consideration.

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8
Q

What is Peripheral Route?

A

fear, desire.

Results from a person’s association with positive or negative cues

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9
Q

What is Social Judgment Theory?

A

“my mind is made up!”

a self-persuasion theory of the perception and evaluation of an idea by comparing with attitudes.

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10
Q

What are the latitude’s of social judgment theory?

A

Latitude of Acceptance
Latitude of Non-Commitment
Latitude of Rejection

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11
Q

What do each of the latitudes mean?

A

Acceptance: range of positions you’re ready to accept
Non-Commitment: range of positions you are neutral about
Rejection: range of positions a person finds objectionable

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12
Q

What is Psychological Reactance Theory?

A

an aversive affective reaction in response to threats to freedom.

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13
Q

What is functional attitude theory?

A

attitudes are influential on various psychological functions

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14
Q

What are the four functions within functional attitude theory?

A

Utilitarian Function
Knowledge Function
Value-Expressive Function
Ego-Defensive Function

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15
Q

What is the Utilitarian Function?

A

simple, it works.

This coat will keep me warm and dry. It needs to be comfortable.

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16
Q

What is Knowledge Function?

A

quality.

I need to know how this coat is constructed, how durable it is, materials used to make it.

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17
Q

What is Value-Expressive function?

A

central route.

I need to know if this coat was made in a sweat-shop, child labour, etc.

18
Q

What is Ego-Defensive function?

A

peripheral route.

I need this coat to make me look youthful, attractive, admired.

19
Q

What are the 10 fallacies of argument?

A 
hasty generalization
false analogy
false cause
false authority
false dilemma
bandwagon
ad hominem
slippery slope
red herring
appeal to tradition
20
Q

What is a hasty generalization?

A

jumping to conclusions, occurs when too few examples are given to warrant a conclusion

21
Q

What is a false analogy?

A

situations/circumstances being compared are not similiar enough

22
Q

What is a false cause?

A

when a speaker argues with insufficient evidence that one thing cause another

23
Q

What is false authority?

A

when a speaker is not credible on the topic they are speaking about

24
Q

What is bandwagon?

A

everyone else is doing it!

25
Q

What is ad hominem?

A

when a speaker attacks someone else, not the argument

26
Q

What is slippery slope?

A

when a speaker argues that one action will inevitably lead to a series of other actions

27
Q

What is red herring?

A

distracting from the main argument

28
Q

What is appeal to tradition?

A

something should continue because it’s they way things have been done before

29
Q

Cialdini’s 6 Principals of Persuasion

A 
Reciprocation
Consistency and Commitment
Social Proof
Liking
Authority
Scarcity
30
Q

What is reciproaction?

A

repay in kind what another has provided for you

31
Q

What is consitency and commitment?

A

be consistent in our choices

justify our earlier decisions

32
Q

What is social proof?

A

as a group; canned laughter on a tv show

nobody is concerned nothing is wrong

33
Q

What is liking?

A

most likely to say yes to people we know or like.

what we are similiar to, compliment us, familiar to us.

34
Q

What is authority?

A

people will follow creible, knowledgable experts

35
Q

What is scarcity?

A

get it before its gone! we want what we think we might not be able to get later

36
Q

What is cause and effect?

A

when you are presenting an argument, help the other person/audience see why things have happened or will happen as they do

37
Q

What is the difference between persuasion and propaganda?

A

persuasion is an attempt to influence without direct coercion. the intent is not concealed, and it is used to educate, build awareness and relationships.
Propaganda exaggerates the truth so much it becomes a lie, conceals interest, and is only one-way communication

38
Q

Ethical Repsonsibities of Persuaders

A
  • being accountable
  • adhering to agreed-upon standards
  • accountable to one’s own conscience
  • do not conceal intent
39
Q

What is ethical persuasion?

A
  • when the target is capable of making a good decision
  • when the target has adequate information to make a good decision
  • when the target has a real choice to make
40
Q

What is the difference between jargon and euphemisms?

A

jargon is words/expressions used in a particular profession.
euphemisms are substitutes for a harsh/blunt term. can be used to downplay an issue, helps to present a potentially delicate subject.

41
Q

What is pervasiveness of persuasion?

A
  • relies on word of mouth to disseminate messages from person to person
  • more effective than mainstream media
42
Q

How has social media changed persuasion?

A
  • you can speak directly to the target audience
  • targeted audiences (niche, local)
  • 24/7 online dialogue

Persuasion and Presentations (1 decks)

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