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16 Cards in this Set
- Front
- Back
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An audience that is strongly committed in opposition to the views of the speaker
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hostile audience
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Abandoning one belief or value and replacing it with another
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Conversion
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Within a larger audience thouse individuals whom a speaker especially wants to adress, usuallt people whose response will determine whether the speech succeeds.
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Target audience
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The incentive to do something that rewuires effort
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Motivation
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the refusal to accept the claim in a message no matter how strong its justificaition is
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Denial
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Disregarding a message becaue one disputes that it applies to oneslf
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dismissal
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Keeping two conflicting beliefs seperated so that one need not be conscioue of the conflict between them
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Compartmentalization
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Capable of being understood in more than one way
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Polysemic
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the opposite effect from that which a speaker intends
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boomerang effect
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Making people aware of the values adn commitments that they previously took for granted
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consciousness raising
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A prediction that comes true because of actions that people take upon hearding the prediction
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Self-fulfulling prophecy
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The attack or defense of a challenged statement or claim
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Refutation
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Statements that are not in the speakers self intrest
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Reluctant testimony
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Statemtns that are suspect because they are influenced by tha selt intreset of the source
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Biased evidence
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Establishing common bonds between speaker and audience so that the speaker appears to be at one with listeners
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identification
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A persusacite message that is organized in terms of stepts in the audiences motivation rather than in terms of the specific subject
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Motivated Sequence
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