module 4 key terms

Question 1

The process of creating, reinforcing, or changing people’s beliefs or actions.

Answer 1

persuasion

Question 2

The mental give-and-take between speaker and listener during a persuasive speech.

Answer 2

mental dialogue with the audience

Question 2

A persuasive speech in which the speaker’s goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy.

Answer 2

speech to gain passive agreement

Question 3

The portion of the whole audience that the speaker most wants to persuade.

Answer 3

target audience

Question 4

A persuasive speech in which the speaker’s goal is to convince the audience to take action in support of a given policy.

Answer 4

speech to gain immediate action

Question 4

The obligation facing a persuasive speaker to prove that a change from current policy is necessary.

Answer 4

burden of proof

Question 5

A method of organizing persuasive speeches in which each main point explains why a speaker’s solution to a problem is preferable to other proposed solutions.

Answer 5

comparative advantages order

Question 6

A method of organizing persuasive speeches that seeks immediate action. The five steps of the motivated sequence are attention, need, satisfaction, visualization, and action.

Answer 6

Monroe’s motivated sequence

Question 7

The name used by Aristotle for what modern students of communication refer to as credibility.

Answer 7

ethos

Question 8

The audience’s perception of whether a speaker is qualified to speak on a given topic. The two major factors influencing a speaker’s credibility are competence and character.

Answer 8

credibility