Chapter 15 Flashcards Preview

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Flashcards in Chapter 15 Deck (36)
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1
Q

Coercion

A

the act of using manipulation, threats, intimidation, or violence to gain compliance

2
Q

Persuasion

A

process of influencing others’ attitudes, beliefs, and behaviors on a given topic

3
Q

Persuasive Speaking

A

speech that is intended to influence the attitudes, beliefs, and behaviors of your audience

4
Q

Attitudes

A

general evaluations of people, ideas, objects, or events

5
Q

Beliefs

A

the ways in which people perceive reality

6
Q

Behavior

A

the way we act or function

7
Q

Proposition of Fact

A

claim of what is or what is not

8
Q

Proposition of Value

A

make claims about something’s worth

9
Q

Proposition of Policy

A

concerned with what should happen; claims about what should be pursued

10
Q

Social Judgment Theory

A

ego involvement; ability to successfully persuade your audience depends on the audience’s current attitude

11
Q

Receptive Audience

A

already agrees with viewpoints, likely to respond favorably to your speech

12
Q

Neutral Audience

A

members neither support nor oppose you

13
Q

Hostile Audience

A

opposes your message (or you) - hardest to persuade

14
Q

Latitude of acceptance and rejection

A

the range of positions on a topic that are acceptable or unacceptable to an audience

15
Q

Anchor Position

A

position on the topic at outset of speech

16
Q

Hierarchy of Needs

A

physiological/survival, safety, social, esteem, self-actualizing

17
Q

Elaboration likelihood model (ELM)

A

listeners process persuasive messages by one of two routes

18
Q

Central Processing

A

think critically about the speaker’s message, question it, consider acting on it

19
Q

Peripheral Processing

A

giving little thought to the message or dismissing it

20
Q

Forms of Rhetorical Proof

A

major persuasive speaking strategies

21
Q

ethos

A

moral character

22
Q

logos

A

reasoning and logic

23
Q

pathos

A

emotion

24
Q

Logical fallacies

A

invalid or deceptive forms of reasoning

25
Q

Bandwagon fallacy

A

accepting a statement as true because it is popular

26
Q

Reduction to the absurd

A

extending argument to a level of absurdity

27
Q

Red Herring fallacy

A

relies on irrelevant information for argument, diverting direction of argument

28
Q

ad hominem fallacy

A

attack on the person rather than the person’s arguments

29
Q

begging the question

A

present arguments that no one can verify because they’re not accompanied by valid evidence (circular argument)

30
Q

either or fallacy

A

false dilemma fallacy; presenting only two alternatives on a subject and failing to acknowledge other alternatives

31
Q

appeal to tradition

A

argument that uses tradition as proof; “that’s the way it’s always been”

32
Q

slippery slope fallacy

A

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

33
Q

Problem-solution pattern

A

establish and prove existence of a problem and then present a solution

34
Q

Refutational Organizational Pattern

A

speakers present main points that are opposed to own position and follow them with main points that support their position

35
Q

Comparative Advantage Pattern

A

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

36
Q

Monroe’s motivated sequence

A

attention, need, satisfaction, visualization, action