-
persuasion
attempting to change or reinforce attitudes, belifs, values, behavior
-
coercion
- use of force to get another to do as you wish.
- unethical; takes away choice
-
cognitive dissonance
info contradictory / inconsistent with current thinking
-
hierarchy of needs
- Maslow's theory.
- 5 levels of needs.
- lower needs beofre beofre higher needs.
- (bottom > top)
- physiological
- safety
- social
- self-esteem
- self-actualization
-
-
-
-
proposition
what you want your audience to agree with
- fact: did/ didnt happen
- value: judge worth or importance
- policy: change regulation, procedure, behavior
-
ethos
credibility or ethical character of ther speaker
-
-
-
credibility
audience perception of competence, trustworthiness and dynamism
-
competence
aspect of credibility that reflects informed, skilled, knowledgebale speaker
-
trustworthiness
honest & believable
-
dynamism
energetic speaker
-
charisma
talent, charm , attractivness
-
initial credibility
impression audience has beofre speaker speaks
-
derived cred.
impression on speaker's cred. based on what speaker says and does during presentation
-
terminal cred.
final impression after all is said and done
-
proof
evidence + reasoning
-
evidence
material usedt to support point or premise
-
reasoning
process of drawing conclusion from evidence
-
inductive reasoning
using spefici instances or examples to reach probable or general conclusion
-
-
inductive reaosng that draws cpomparison between 2 ideas, things or situations
-
deductive reasoning
moving from general statement or principle to reach certain specific conclusiomn
-
syllogism
3-part argument including major premise, minor premise, and conclusion
-
casual reaosning
relating 2 or more events in a way to conclude one or more events caused others
-
logical fallacy
- false reasoning w/o adequate evidence
- irrelevent or inappropriate arguement
-
casual fallacy
faulty cause and effect connection between 2 events
-
bandwagon fallcy
beliueveing just because everyone does, its okay
-
either - or fallacy
oversimplifying an issue as only having 2 choiuces
-
hasty generalization
reaching a conclusion w/out support
-
personal attack
attacking irrelevant or personal characteristics connected w/ idea, rather than idea itself.
-
red herring
irrelevant facts or information used to disract someone from issue under discussion
-
appeal to misplaced authority
using someone w/out credentials or epertise to endorse iseal or product
-
non sequitur
- latin: "does not follow"
- presenitng something thatdoesnt follow previous idea
-
problem - solution orgainizartion
problem --> solution
-
cause- effect organization
discuss situation causes --> situation effects
-
refutation
organization according to audeince ideas against argument
-
motivated sequence
- Monroe's 5 step plan for persuasive message:
- attention
- need
- satisfaction
- visualization
- action
|
|