Test 1 Flashcards
Give a definition of persuasion
- Situations where behavior has been modified by a
message - That are sometimes, but not always, linked with
coercive forces - And that appeal to the reason and emotion of
person(s) being persuaded.
Describe Rank’s model *gas burner”
States that persuaders use 2 major strategies to achieve their goals.
These strategies are set into two main types know as (intensify and downplay)
Intensifying - Rank
Association
Repetition
Composition
Downplaying - Rank
Conversion
Omission
Diversion
Association - Rank
Persuader link themselves, ideas or product to something the audience already likes. American flags behind a candidate
Repetition - Rank
Advertisers use the same slogan again and again.
Repeating the slogan emphasizes something the advertiser wants us to remember
Composition-Rank
This is how a document or ad is put together or how it looks. Ads that highlight certain things. “create power point”
Omission -Rank
When you fail to mention facts that would make your message less persuasive, “Not telling that you have a arrest record on employment form”
Diversion - Rank
technique you can use to call attention away from this information is to distract people.
Confusion -Rank
this kind of technical language is used to downplay some negative point ex. Jargon - WMD’s
Persuasion (purrr tigger-trigger)
Relies primarily on symbolic strategies that trigger
the emotions of the intended persuadee (people’s irrationality)
Conviction (spock in jail)
is accomplished by using strategies rooted in logical
proof
And appeal to persuadees reason and intellect (people’s rationality)
Coercion (Janice washing brains)
attempts to force people to change their beliefs
ideas, attitudes by using emotional pressure
threats and intimidation (brainwashing)
What are the behavioral outcomes
of persuasion “response”
- Response shaping
2, Response reinforcement - Response change
Response shaping “car show”
Focuses on the initial formation of how someone reacts to an object - Detroit auto show
Response reinforcement
speaks to strengthening of preexisting reaction toward and object
Response change
is identified as shift in a positive/negative emotions of someone’s reaction to an object
Aristotle
- Intro
- Body
- Conclusion
Inartistic Proof
are those the rhetor uses from othe sources but does not create,
including testimony of witnesses or documents such as letters or contracts
Artistic Proof
are those created by the rehetor and fall into 3 categories - Logos, Ethos and Pathos
Ethos
- Character/credibility of speaker.
- Moral integrity
- Intelligence
- Good will
Pathos
- Emotional appeals
2. Football coach pep talk
Logos
- Logical arguments
2. Inductive and deductive reasoning
Cicero’s canon of rhetoric (ISOMD)
- Invention
- Style
- Organization
- Memory
- Delivery
Invention
the location and creation of ideas and materials for speech
Style
language of the speech, what is ordinary?
Organization
the structure or arrangement of the speech, was emphasis at beg. or end?
Memory
mastery of the subject material
materials and methods for improving memory
Delivery
management of the voice and gestures in the presentation of the speech
Common ground
link arguments to basic accepted notions allowing the audience to supply missing premises in argument
Enthymeme
An argument that assumes the truth of one or more premises and therefore omits them in logical sequence
Examples of Enthymeme
Theses people are performing Nazi Salute, therefore
they are evil people
Elocutionary Movement birth of speech and comm
A major trend in rhetoric during modern era which included vocal and nonverbal delivery,
including elaborate taxonomies of facial expressions and gestures.
English and Speech Communications dept.
Deliberative design
Rhetoric prior to the 20th century which stressed the
intentional design of messages as they attempted to convince audiences. (persuasion)
Symbolic Inducement
Kenneth Burke - the new rhetoric which allows for the unconscious or unplanned meaning to influence many
people in many ways.
Creating identification - social movement, genre studies
Invitational rhetoric
Feminist also added alternative to traditional rhetorical theory during modern era.
Foss and Griffin suggested an alternative called invitational rhetoric which invites
listeners to enter the rector’s world of experience.
The founder’s vision
The founding fathers were concerned about walking the tightrope of a strong
federal government ruled by knowledgeable individuals and popular sovereignty.
They considered classic rhetorical training necessary for civic leadership but they
also feared that deceptive and manipulative speech could easily influence the
masses and the government would fall into the same type of government that they rebelled.
Golden age of oratory
The Golden age of oratory occurs between the ratification of the Constitution and
the election of Abraham Lincoln. During this time, John Calhoun, Henry Clay
and Daniel Webster prominently displayed rhetorical skills. Included with this was
the down home folks approach with a kind of humble nobility. Included is Webster’s
comment about Jackson’s reprehensible means to influence the public and accused
him of appealing to prejudice and passion to effect his election.
Evidence
Test
Toulmin Model
Test
4 types of evidence
- Statistical evidence
- Testimonial evidence
- Anecdotal evidence
- Analogical evidence
Message sidedness
test
Message structure
the order in which data and claims are presented
Fisher’s 5 narrative postulates
- People are essentially rational
- Type of speak determines the speech
- We make decisions based on argument
- Rationality is determined by how much you know an how can argue makes you better
- The world is a set of people than can solve problems with facts.
Narrative paradigm
- People are story tellers
- We make decisions based on good reasons
- History, biograph, culture, character are what we consider to determine good reasons.
- Narrative rationality is determined by coherence and fidelity
- World is a set of stories that we choose
Coherence
The degree to which a story make sense structurally
Is the story consistent with sufficient detail,
reliable characters and free of major surprises
Narrative fidelity
States that if a story matches our own belief system and experiences, it
will be accepted. “Does it ring true?”
Doublespeak
Disguises the nature of the truth - “downsizing”
