BPS Chapter 24

a speech whose goal is to influence the attitudes, beliefs, values, or acts of others

a stated position, with support, for or against an idea or issue; contains the core elements of claim, evidence, and warrants

the Greek rhetorician Aristotle used this term to refer to persuasive appeals to reason and logic

the Greek rhetorician Aristotle used this term for appeals to emotion. Such appeals can get the audience’s attention and stimulate a desire to act but must be used ethically

the Greek word for “character” According to the ancient Greek rhetorician Aristotle, audiences listen to and trust speakers if they exhibit competence (as demonstrated by the speaker’s grasp of the subject matter) and good moral character

a classic model of human action developed by Abraham Maslow based on the principle that people are motivated to act on the basis of their needs

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

a code of processing a persuasive message that does not consider the quality of the speaker’s message, but is influenced by such non-content issues as the speaker’s appearance or reputation, certain slogans or one-liners, and obvious attempts to manipulate emotions. Peripheral processing of messages occurs when people lack the motivation or the ability to pay close attention to the issues

an audience of persons with an intimate knowledge of the topic issue, produce, or idea being discussed

the link between a claim and evidence

the declaration of a state of affairs in which a speaker attempts to prove something by providing evidence and reasoning

supporting material that provides grounds for belief

an argument that focuses on whether something is or is not true or whether something will or will not happen

an argument that addresses issues of judgment

an argument that recommends that a specific course of action be taken, or approved, by an audience

logical explanation of a claim by linking it to evidence

offering a cause-and-effect relationship as proof of a claim

a statement that is based on an invalid or deceptive line of reasoning

a logical fallacy that uses general opinion as its (false) basis

a logical fallacy stated in terms of two alternative only, even though there are additional alternatives

a logical fallacy that targets the person instead of the issue at hand in an attempt to discredit an opponent’s argument

a logical fallacy in which an isolated instance is used to make an unwarranted general conclusion

a logical fallacy in which the conclusion is not connected to the reasoning

a logical fallacy in which one instance of event is offered as leading to a series of events or actions

a logical fallacy suggesting that something is true because traditionally it has been true

a pattern of organizing speech points in which each main point addresses and then refutes (disproves) an opposing claim in a speaker’s position

a pattern of organizing speech points so that the speech unfolds as a story with characters, plot, and setting. In practice, this pattern often is combined with other organizational patterns

a pattern of organizing speech pints so that they demonstrate (1) the nature of the problem, (2) reasons for the problem, and (3) proposed solution(s)

a five-step process of persuasion, developed by Alan Monroe, that begins with arousing attention and ends with calling for action

a pattern of organizing speech points so that the speaker’s viewpoint or proposal is shown to be superior to one or more alternative viewpoints or proposals