Elements of Persuasion

Question 1

Persuasion

Answer 1

The process of changing and/or reinforcing attitudes, beliefs, values or behavior

Question 2

Value

Answer 2

A conception of right or wrong, good or bad

Question 3

Attitude

Answer 3

Responding favorably or unfavorably

Question 4

Argument

Answer 4

Reason behind your belief in something

Question 5

Evidence

Answer 5

To prove your reason

Question 6

Belief

Answer 6

The way we structure our perception of reality as either true or false

Question 7

Positive Motivation

Answer 7

Good things will happen if speaker’s advice is taken

Question 8

Negative Motivation

Answer 8

“Fear appeal” - A threatening statement of something bad that can actually happen if advice is not taken

Question 9

Cognitive Dissonance

Answer 9

The feeling of discomfort when information disagrees with your current beliefs

Question 10

Maslow’s Hierarchy of Needs

Answer 10

Physiological - what we need to survive: air, water, food, etc.
Safety - The need to feel safe, secure and protected
Social - The need to feel loved and valued, need contact and reassurance, a sense of belonging to a group, being liked and respected by others
Self-esteem - Our need to think and feel good about ourselves, “I am somebody”
Self-actualization - The need to achieve our highest potential, “Be all that you can be”

Question 11

Proposition

Answer 11

Statement with which you want your audience to agree

Question 12

Proposition Types

Answer 12

A proposition of fact - Focuses on whether something is true or false, or whether it did or did not happen. Supporting evidence must be provided.
A proposition of value - A statement that calls for listeners to judge the worth or importance of something. Often compares two things and suggests that one is better than the other.
A proposition of policy - A statement that advocates a specific action - a change of policy, procedure, law or behavior. These statements include the word “should”.

Question 13

Ethos

Answer 13

An appeal that relies on the speaker’s credibility & trustworthiness

Question 14

Pathos

Answer 14

An appeal that relies on influencing the audience’s emotion

Question 15

Logos

Answer 15

An appeal that relies on logic, evidence, and reason

Question 16

Charismatic

Answer 16

A talented, charming and attractive speaker

Question 17

Value

Answer 17

When your speech calls for listeners to judge the worth or importance of something

Question 18

The process of changing and/or reinforcing attitudes, beliefs, values or behavior

Answer 18

Persuasion

Question 19

A conception of right or wrong, good or bad

Answer 19

Value

Question 20

Responding favorably or unfavorably

Answer 20

Attitude

Question 21

Reason behind your belief in something

Answer 21

Argument

Question 22

To prove your reason

Answer 22

Evidence

Question 23

The way we structure our perception of reality as either true or false

Answer 23

Belief

Question 24

Good things will happen if speaker’s advice is taken

Answer 24

Positive Motivation

Question 25

“Fear appeal” - A threatening statement of something bad that can actually happen if advice is not taken

Answer 25

Negative Motivation

Question 26

The feeling of discomfort when information disagrees with your current beliefs

Answer 26

Cognitive Dissonance

Question 27

**Physiological** - what we need to survive: air, water, food, etc. **Safety** - The need to feel safe, secure and protected **Social** - The need to feel loved and valued, need contact and reassurance, a sense of belonging to a group, being liked and respected by others **Self-esteem** - Our need to think and feel good about ourselves, “I am somebody” **Self-actualization** - The need to achieve our highest potential, “Be all that you can be”

Answer 27

Maslow's Hierarchy of Needs

Question 28

Statement with which you want your audience to agree

Answer 28

Proposition

Question 29

**A proposition of fact** - Focuses on whether something is true or false, or whether it did or did not happen. Supporting evidence must be provided. **A proposition of value** - A statement that calls for listeners to judge the worth or importance of something. Often compares two things and suggests that one is better than the other. **A proposition of policy** - A statement that advocates a specific action - a change of policy, procedure, law or behavior. These statements include the word “should”.

Answer 29

Proposition Types

Question 30

An appeal that relies on the speaker's credibility & trustworthiness

Answer 30

Ethos

Question 31

An appeal that relies on influencing the audience's emotion

Answer 31

Pathos

Question 32

An appeal that relies on logic, evidence, and reason

Answer 32

Logos

Question 33

A talented, charming and attractive speaker

Answer 33

Charismatic

Question 34

When your speech calls for listeners to judge the worth or importance of something

Answer 34

Value