Speech Chapter 11

Front 1

persuasive presentations

Back 1

messages that influence an audience's choices by changing their responses toward an idea, issue, concept, or product.

Front 2

speech to inspire

Back 2

purpose is to influence listener's feelings or motivations

Front 3

speech to convince

Back 3

intent is to influence listeners beliefs or attitudes

Front 4

speech of action

Back 4

purpose of influencing listeners' behaviors and actions

Front 5

relationship

Back 5

how audience feels about you as the presenter before, during, and after speech

Front 6

critical response

Back 6

audience focuses on the arguments, and the quality of the evidence, and the truth or accuracy of the message

Front 7

defensive response

Back 7

audience fens off the persuader's message to protect existing beliefs, attitudes, and values

Front 8

compliance response

Back 8

audience does what is socially acceptable

Front 9

explicit

Back 9

extent to which the persuader makes his or her intentions clear in the message

Front 10

argument

Back 10

presenter furnishes reasons for the message claimes

Front 11

testimonial evidence

Back 11

words of a cited source in support of presenters claims

Front 12

complete argument

Back 12

includes all parts-claims and supporting material-to produce attitude change and improve source credibility

Front 13

specific numbers

Back 13

percentages, actual numbers, averages, and ranges

Front 14

question of fact

Back 14

means that the persuasive presentation seeks to uncover the truth based on fact

Front 15

question of value

Back 15

raises issues about goodness or badness, right and wrong, enlightenment and ignorance

Front 16

question of policy

Back 16

enters the realm of rules, regulations, and laws

Front 17

consistency persuades

Back 17

audience more likely to change their behavior is the suggested change is consistent with their present beliefs, attitudes, and values

Front 18

small, gradual persuade

Back 18

audiences more likely to alter their behavior if suggested change will require small, gradual changes rather than major, abrupt changes

Front 19

boomerang effect

Back 19

audience likes the presenter and the proposal even less after speech

Front 20

cost-benefit analysis

Back 20

audience more likely to change their behavior if the suggested change will benefit them more than it will cost them

Front 21

hierarchy of needs

Back 21

pyramid builds from basic physiological needs physiological needs/safety/loved/esteem/self-actualization

Front 22

inductive reasoning

Back 22

amasses a series of particular instances to draw an inference

Front 23

deductive reasoning

Back 23

occurs when presenter bases her claim on some premise

Front 24

claim

Back 24

conclusion of what the persuader would have the listener believe or do that invites proof or evidence

Front 25

fallacy

Back 25

error in reasoning that weakens an argument