Chapter 16 & 17 Beebe

Communications 135 with Bernard at Miami University of Ohio

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By: Caitlin Jaynes
Created: 2011-03-01
Size: 47 flashcards
Views: 17

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persuasion

the process of changing or reinforcing a listener's attitudes, beliefs, values, or behavior

attitude

a learned predisposition to respond favorably or unfavorably toward something

belief

what you understand to be true or false

value

an enduring concept of right or wrong, good or bad

Elaboration Likelihood Model of persuasion

the theory that people can be persuaded by logic, evidence, and reasoning, or through a more peripheral route that may depend on the credibility of the speaker, the sheer number of arguments presented, or emotional appeals

motivation

the internal force that drives people to achieve their goals

cognitive dissonance

the sense of mental discomfort that prompts a person to change when new information conflicts with previously organized thought patterns`

self-actualization

the need to achieve one's highest potential

social judgment theory

theory that categorizes listener responses to a persuasive message as in the latitude of acceptance, the latitude of rejection, or the latitude of noncommitment

proposition

a statement that summarizes the ideas with which a speaker wants an audience to agree

proposition of fact

focuses on true/false or whether it did or did not happen

proposition of value

calls for the listener to judge the worth or importance of something

proposition of policy

advocates a change in a policy, procedure, or behavior

ethos

a speaker's credibility

competence

an aspect of a speaker's credibility that reflects whether the speaker is perceived as informed, skilled, or knowledgeable

trustworthiness

an aspect of a speaker's credibility that reflects whether the speaker is perceived as believable and honest

dynamism

an aspect of a speaker's credibility that reflects whether the speaker is perceived as energetic

charisma

characteristic of a talented, charming, attractive speaker

initial credibility

the impression of a speaker's credibility that listeners have before the speaker starts a speech

derived credibility

the perception of a speaker's credibility that is formed during a speech

terminal credibility

the final impression listeners have of a speaker's credibility, after a speech con

logos

literally, "the word" -- it's a term aristotle used to refer to logic, the formal system of using rules to reach a conclusion

inductive reasoning

reasoning that uses specific instances or examples to reach a general, probabl c

generalization

an all encompassing statement

deductive reasoning

reasoning that moves from a general statement of principle to a specific, certain conclusion

syllogism

a three-part way of developing an argument, using a major premise, a minor premise, and a conclusion

major premise

a general statement that is the first

minor premise

a specific statement about an example that is linked to the major premise; the second element of a syllogism

conclusion

the logical outcome of a deductive argument, which stems from the major and minor premises

causal reasoning

reasoning in which the relationship between two or more events leads you to conclude that one or more of the events caused the others

example

an illustration used to dramatize or clarify a fact

fallacy

false reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant or inap

causal fallacy

a faulty cause-and-effect connection between two things or events

bandwagon fallacy

reasoning that suggests that because everyone else believes something or is doing something, then it must be valid or correct

either/or fallacy

the oversimplification of an issue into a choice between only two outcomes or possibilities

hasty generalization

a conclusion reached without adequate evidence

ad hominem

an attack on irrelevant personal characteristics of the person who is proposing an idea, rather than on the idea itself

red herring

irrelevant facts or information used to distract someone from the issue under discussion

appeal to misplaced authority

use of the testimony of an expert in a given field to endorse an idea or product for which the expert does not have the appropriate credentials or expertise

non sequitur

latin for "it does not follow" an idea or conclusion that does not logically relate to or follow from the previous idea or conclusion

pathos

term used by aristotle to refer to appeals to human emotion

myth

a shared belief based on the underlying values, cultural heritage, and faith of a group of people

demagogue

a speaker who gains control over others by using unethical emotional pleas and appeals to listeners' prejudices

problem-solution in persuasion

present the problem, then present the solution

refutation in persuasion

anticipate your listeners' key objections to your proposal and then address them

cause-and-effect in persuasion

first present the cause of the problem, then note how the problem affects the listeners. or identify a known effect, then document what causes the effect

motivated sequence in persuasion

a five-step pattern of organizing a speech, whose steps include attention, need, satisfaction, visualization, and action

About this deck

By: Caitlin Jaynes
Created: 2011-03-01
Size: 47 flashcards
Views: 17

About StudyBlue

“I have used this website for three exams, and I see a huge difference in my test results.”
Naj