Test 1

Question 1

Give a definition of persuasion

Answer 1

1. Situations where behavior has been modified by a
   message
2. That are sometimes, but not always, linked with
   coercive forces
3. And that appeal to the reason and emotion of
   person(s) being persuaded.

Question 2

Describe Rank’s model *gas burner”

Answer 2

States that persuaders use 2 major strategies to achieve their goals.
These strategies are set into two main types know as (intensify and downplay)

Question 3

Intensifying - Rank

Answer 3

Association
Repetition
Composition

Question 4

Downplaying - Rank

Answer 4

Conversion
Omission
Diversion

Question 5

Association - Rank

Answer 5

Persuader link themselves, ideas or product to something the audience already likes. American flags behind a candidate

Question 6

Repetition - Rank

Answer 6

Advertisers use the same slogan again and again.

Repeating the slogan emphasizes something the advertiser wants us to remember

Question 7

Composition-Rank

Answer 7

This is how a document or ad is put together or how it looks. Ads that highlight certain things. “create power point”

Question 8

Omission -Rank

Answer 8

When you fail to mention facts that would make your message less persuasive, “Not telling that you have a arrest record on employment form”

Question 9

Diversion - Rank

Answer 9

technique you can use to call attention away from this information is to distract people.

Question 10

Confusion -Rank

Answer 10

this kind of technical language is used to downplay some negative point ex. Jargon - WMD’s

Question 11

Persuasion (purrr tigger-trigger)

Answer 11

Relies primarily on symbolic strategies that trigger

the emotions of the intended persuadee (people’s irrationality)

Question 12

Conviction (spock in jail)

Answer 12

is accomplished by using strategies rooted in logical
proof
And appeal to persuadees reason and intellect (people’s rationality)

Question 13

Coercion (Janice washing brains)

Answer 13

attempts to force people to change their beliefs
ideas, attitudes by using emotional pressure
threats and intimidation (brainwashing)

Question 14

What are the behavioral outcomes

of persuasion “response”

Answer 14

1. Response shaping
   2, Response reinforcement
2. Response change

Question 15

Response shaping “car show”

Answer 15

Focuses on the initial formation of how someone reacts to an object - Detroit auto show

Question 16

Response reinforcement

Answer 16

speaks to strengthening of preexisting reaction toward and object

Question 17

Response change

Answer 17

is identified as shift in a positive/negative emotions of someone’s reaction to an object

Question 18

Aristotle

Answer 18

1. Intro
2. Body
3. Conclusion

Question 19

Inartistic Proof

Answer 19

are those the rhetor uses from othe sources but does not create,
including testimony of witnesses or documents such as letters or contracts

Question 20

Artistic Proof

Answer 20

are those created by the rehetor and fall into 3 categories - Logos, Ethos and Pathos

Question 21

Ethos

Answer 21

1. Character/credibility of speaker.
2. Moral integrity
3. Intelligence
4. Good will

Question 22

Pathos

Answer 22

1. Emotional appeals

2. Football coach pep talk

Question 23

Logos

Answer 23

1. Logical arguments

2. Inductive and deductive reasoning

Question 24

Cicero’s canon of rhetoric (ISOMD)

Answer 24

1. Invention
2. Style
3. Organization
4. Memory
5. Delivery

Question 25

Invention

Answer 25

the location and creation of ideas and materials for speech

Question 26

Style

Answer 26

language of the speech, what is ordinary?

Question 27

Organization

Answer 27

the structure or arrangement of the speech, was emphasis at beg. or end?

Question 28

Memory

Answer 28

mastery of the subject material | materials and methods for improving memory

Question 29

Delivery

Answer 29

management of the voice and gestures in the presentation of the speech

Question 30

Common ground

Answer 30

link arguments to basic accepted notions allowing the audience to supply missing premises in argument

Question 31

Enthymeme

Answer 31

An argument that assumes the truth of one or more premises and therefore omits them in logical sequence

Question 32

Examples of Enthymeme

Answer 32

Theses people are performing Nazi Salute, therefore | they are evil people

Question 33

Elocutionary Movement birth of speech and comm

Answer 33

A major trend in rhetoric during modern era which included vocal and nonverbal delivery, including elaborate taxonomies of facial expressions and gestures. English and Speech Communications dept.

Question 34

Deliberative design

Answer 34

Rhetoric prior to the 20th century which stressed the | intentional design of messages as they attempted to convince audiences. (persuasion)

Question 35

Symbolic Inducement

Answer 35

Kenneth Burke - the new rhetoric which allows for the unconscious or unplanned meaning to influence many people in many ways. Creating identification - social movement, genre studies

Question 36

Invitational rhetoric

Answer 36

Feminist also added alternative to traditional rhetorical theory during modern era. Foss and Griffin suggested an alternative called invitational rhetoric which invites listeners to enter the rector’s world of experience.

Question 37

The founder's vision

Answer 37

The founding fathers were concerned about walking the tightrope of a strong federal government ruled by knowledgeable individuals and popular sovereignty. They considered classic rhetorical training necessary for civic leadership but they also feared that deceptive and manipulative speech could easily influence the masses and the government would fall into the same type of government that they rebelled.

Question 38

Golden age of oratory

Answer 38

The Golden age of oratory occurs between the ratification of the Constitution and the election of Abraham Lincoln. During this time, John Calhoun, Henry Clay and Daniel Webster prominently displayed rhetorical skills. Included with this was the down home folks approach with a kind of humble nobility. Included is Webster’s comment about Jackson’s reprehensible means to influence the public and accused him of appealing to prejudice and passion to effect his election.

Question 39

Evidence

Answer 39

Test

Question 40

Toulmin Model

Answer 40

Test

Question 41

4 types of evidence

Answer 41

1. Statistical evidence 2. Testimonial evidence 3. Anecdotal evidence 4. Analogical evidence

Question 42

Message sidedness

Answer 42

test

Question 43

Message structure

Answer 43

the order in which data and claims are presented

Question 44

Fisher's 5 narrative postulates

Answer 44

1. People are essentially rational 2. Type of speak determines the speech 3. We make decisions based on argument 4. Rationality is determined by how much you know an how can argue makes you better 5. The world is a set of people than can solve problems with facts.

Question 45

Narrative paradigm

Answer 45

1. People are story tellers 2. We make decisions based on good reasons 3. History, biograph, culture, character are what we consider to determine good reasons. 4. Narrative rationality is determined by coherence and fidelity 5. World is a set of stories that we choose

Question 46

Coherence

Answer 46

The degree to which a story make sense structurally Is the story consistent with sufficient detail, reliable characters and free of major surprises

Question 47

Narrative fidelity

Answer 47

States that if a story matches our own belief system and experiences, it will be accepted. “Does it ring true?”

Question 48

Doublespeak

Answer 48

Disguises the nature of the truth - "downsizing"