Com 135 Ch 16 Definitions

Front 1

• Social judgment theory:

Back 1

Theory that categorizes listener responses to a persuasive message as in the latitude of acceptance, the latitude of rejection, or the latitude of noncommitment.

Front 2

• Proposition:

Back 2

A statement that summarizes the ideas with which a speaker wants an audience to agree

Front 3

• Proposition of fact:

Back 3

A proposition that focuses on whether something is true or false or whether it did or did not happen

Front 4

• Proposition of value:

Back 4

A proposition that calls for the listener to judge the worth or importance of something

Front 5

• Proposition of policy:

Back 5

A proposition that advocates a change in a policy, procedure, or behavior

Front 6

• Persuasion:

Back 6

The process of changing or reinforcing a listener’s attitudes, beliefs, values, or behavior

Front 7

• Ethos:

Back 7

The term Aristotle used to refer to a speaker’s credibility

Front 8

• Logos:

Back 8

Literally, “the word”; the term Aristotle used to refer to logic- the formal system of using rules to reach a conclusion

Front 9

• Pathos:

Back 9

The term used by Aristotle to refer to appeals to human emotion

Front 10

• Motivation:

Back 10

The internal force that drives people to achieve their goals

Front 11

• Elaboration likelihood model (ELM) of persuasion:

Back 11

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

Front 12

• Elaborate:

Back 12

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.

Front 13

• Cognitive dissonance:

Back 13

the sense of mental discomfort that prompts a person to change when new information conflicts with previously organized thought patterns

Front 14

• Self-actualization need:

Back 14

The need to achieve one’s highest potential

Front 15

• Benefit:

Back 15

A good result of something that creates a positive emotional response in the listener.

Front 16

• Feature:

Back 16

A characteristic of something you are describing