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The process of influencing attitudes, beliefs,values, and behavior

Persuasion

1

A form of speech that is intended to influence the attitudes, beliefs, values, and a actions of others

Persuasive speaking

2

Refer to persuasive appeals directed at the audience's reasoning on a topic

Logos

3

A means of persuasion

Rhetorical proofs

4

Draw conclusions based on evidence

Reasoning

5

A general case; used in syllogisms and enthymemes

Major premise

6

A form of rational appeal defined as a three-part argument consisting of a major premise or general case, a minor premise or specific case, and a conclusion

Syllogism

8

A specific case; used in syllogisms and enthymemes

Minor premise

9

Reasoning from general condition to specific instance

Deductive reasoning

9

Moves from specific instances to a general condition

Inductive reasoning

10

An attempt to support a claim by asserting that a particular piece of evidence is true for all individuals or conditions concerned

Hasty over generalization

11

A syllogism presented as a probability rather than as an absolute, and it states either a general case or a specific case but not both

Enthymeme

13

The appeal to an audience's emotions

Pathos

14

An unethical speaker who relies heavily on irrelevant emotional appeals to short-circuit listeners' rational decision-making process

Demagogue

15

A persuasive appeal to audience members that deliberately arouses their fear and anxiety

Fear appeal

16

Information represented in such a way as to provoke a desired response

Propaganda

17

Moral character

Ethos

17

Each person has a set of basic needs ranging from the essential, life-sustaining ones to the less critical, self improvement ones

Maslow's hierarchy of needs

19

A theory of persuasion developed by Icek Aizen and Martin Fishbein positing that audience members act according to the perceived costs and benefits associated with a particular action

Expectancy-outcome values theory

20

Listeners mentally process persuasive messages by one of two, routes, depending on the degree is their involvement in the message

Elaboration likelihood model of persuasion (ELM)

21

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

Central processing

22

A mode of processing a persuasive message that does not consider the quality of the speaker's message but is influenced by such noncontent issues

Peripheral processing

23

The quality that reveals that a speaker has a good grasp of the subject , displays sound reasoning skills, is honest and unmanipulative, and is genuinely interested in the welfare of audience members

Speaker credibility