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16 Cards in this Set

  • Front
  • Back
• Social judgment theory:
Theory that categorizes listener responses to a persuasive message as in the latitude of acceptance, the latitude of rejection, or the latitude of noncommitment.
• Proposition:
A statement that summarizes the ideas with which a speaker wants an audience to agree
• Proposition of fact:
A proposition that focuses on whether something is true or false or whether it did or did not happen
• Proposition of value:
A proposition that calls for the listener to judge the worth or importance of something
• Proposition of policy:
A proposition that advocates a change in a policy, procedure, or behavior
• Persuasion:
The process of changing or reinforcing a listener’s attitudes, beliefs, values, or behavior
• Ethos:
The term Aristotle used to refer to a speaker’s credibility
• Logos:
Literally, “the word”; the term Aristotle used to refer to logic- the formal system of using rules to reach a conclusion
• Pathos:
The term used by Aristotle to refer to appeals to human emotion
• Motivation:
The internal force that drives people to achieve their goals
• Elaboration likelihood model (ELM) of persuasion:
The theory that people can be persuaded by logic, evidence, and reasoning, or through a more peripheral route that may depend on the credibility of the speaker, the sheer number of arguments presented, or emotional appeals
• Elaborate:
From the standpoint of the elaboration likelihood model (ELM) of persuasion, to think about information, ideas, and issues related to the content of a message.
• Cognitive dissonance:
the sense of mental discomfort that prompts a person to change when new information conflicts with previously organized thought patterns
• Self-actualization need:
The need to achieve one’s highest potential
• Benefit:
A good result of something that creates a positive emotional response in the listener.
• Feature:
A characteristic of something you are describing