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11 Cards in this Set
- Front
- Back
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Four types of audience
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Pedestrian- passing by, either agree or disagree, need constant hooks/engaging
Selected- more formal, there for common purpose, not a lot in common with each other, classmate/jury duty Concerted- a lot more in common, similar values, church, concert Organized- strongly agree with speaker and message, dream audience |
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Characteristics that affect persuasion directly
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Self-esteem (easily manipulated)
religion/cults-giving direction intelligence |
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Characteristics that affect persuasion indirectly
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Age-lonely, don't want to offend anyone
Gender- relate topic Room arrangement-walk around to make more emotional, formal is use of podium context- confidence, physical setting |
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Demographic profile/analysis consists of:
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Age/gender/ethnicity
useful=interests and hobbies status, gender, where you live, religion, politics, marital status, children, income, occupation, culture, education Helps you adapt message to audience |
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Organizational Patterns
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prop of fact- thesis written as statement/question (no solution step)
Prop of value- one thing better than another Prop of policy- problem/solution |
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Aristotle's theory of persuasion?
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Ethos- credibility/ethical appeal, lasts the LONGEST- when everything else fades
LOGOS- logical appeal; facts/data. lasts A LITTLE longer PATHOS- emotional appeal. SHORTEST lived/powerful |
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Maslow's Hierarchy
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Self-actualization (LEAST IMPORTANT)
self esteem love/belonging safety/security basic needs (MOST IMPORTANT) |
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Three forms of logical proof
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Statistics- facts, proof, data, studies, research, %
Examples- stories, visual/audio aid Quoting Authorities- quotations, source citation, testimony SATISFIES ALL THEORIES OF PERSUASION- ETHOS, PATHOS, ETC |
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How can statistics and authorities be manipulated?
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too specific, who was the sample, inaccuracies, deliberately messed with. bias, conflict of interest, $, motive, reputation, is it quality source?
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Characteristics/qualities of Ethos
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1. Expertise- credentials? good info, relate to source
2. Trustworthiness- reliability 3. Intention toward the receiver- best interest for them 4. Composure- emotional control in front of room, compassionate, sincere 5. Sociability- nice/friendly/connecting 6. Extroversion |
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Stages of Ethos
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1. Initial Ethos- credibility BEFORE you start (physical appearance- eye contact, how you dress, confidence...prior reputation)
2. Derived Ethos- credibility you generate while communicating (common values, support/evidence, delivery, organized, tone of voice) 3. Terminal Ethos- credibility generated after communication is over (what you do and say after- keep confidence at end) |
