Speech Test Chp: 23 & 24

Front 1

3 Functions of Persuasive Speaking

Back 1

1) Adjust listener attitudes
2) Urge others to act
3) Answer opposing views

Front 2

3 Types of Persuasive Speaking

Back 2

1) Questions of Fact: is it true or not? prove it
2) Questions of Value: ethics of action/belief
3) Questions of Policy:Best solution and action

Front 3

Maslow's Hierarchy of Needs: 5 leves that must be satisfied

Back 3

- Basic: physical needs (food/water)
- Safety &Security needs
-Belonging &love
- Esteem needs: respect & Independence
- Self-actualization: realize potential

Front 4

Persuasion

Back 4

Process of changing or reinforcing attitudes, beliefs, values or behaviors (speaker ask audience to make a choice)

Front 5

Attitudes

Back 5

Represents our likes and dislikes-
A learned predisposition to respond favorably or unfavorably toward something (easier to change than beliefs or values)

Front 6

Beliefs

Back 6

What you understand to be true or false-
Based on past experiences, evidence, or faith (easier to change than a value but still hard to alter- changed by evidence)

Front 7

Value

Back 7

enduring conception of right or wrong/ good or bad-
Form the basis of of your life gals and the motivating force behind your behavior
(extremely difficult to change audiences values)

Front 8

Behavior/ factors that motivate us to respond to persuasive messages with a change in behavior

Back 8

persuasive messages also attempt to change behavior/
our actual and perceived needs, our tendency to avoid pain and seek pleasure, our emotional reactions, and our compulsion to seek psychological balance and order in our lives

Front 9

Theories of How Persuasion Works

Back 9

1) identified by ancient Greek rhetorician Aristotle- emphasizes what a Speaker should do to influence an audience
2) elaboration likelihood classic approach- describes how listeners process the messages they hear
-both suggest that persuasion is a complex process, and that not all of us are persuaded in the same way

Front 10

Rhetoric- who defined/ what is it

Back 10

Aristotle/
the process of discovering in the any particular case the several methods of persuasion (ethos, pathos, logos)

Front 11

Ethos

Back 11

Persuade that the speaker is credible- (should be ethical, posses good character, have common sense, and be concerned for the well being of the audience)

Front 12

Logos

Back 12

Means "the word"- refer to the rational logical arguments that a speaker uses to persuade someone
(a skilled persuader not only reaches a logical conclusion but also supports the message with evidence and reasoning)

Front 13

Pathos

Back 13

appeals to the Emotion-
(emotion-arousing stories, examples, pictures and music)

Front 14

Elaboration likelihood model (ELM)

Back 14

explains how you are persuaded to do or thing about something- (as a speaker you need to present well-reasoned arguments with credible evidence and need to be attuned to indirect factors that can influence you listeners- delivery appearance, and general impressions of how prepared you appear to be)

Front 15

Elaborate,

2 ways you can be persuaded

Back 15

to thing about the information, ideas, and issues related to the content of the message you are listening to- (when you elaborate you are critically evaluating what you hear by paying special attention to the arguments and evidence the speaker is using)

Indirect Route- Route that you follow when you elaborate on, or critically evaluate, a message
Direct Route- Route that you don't elaborate and are influenced by more peripheral factors of the message and messenger

Front 16

Factors that motivate people to respond to Persuasive messages,
and 2 other ways to persuade the audience

Back 16

need to restore balance to their lives to avoid stress, avoid pain, and desire to increase pleasure

audience is also persuaded if you help members solve their problems or otherwise meet their needs, and if you convince them good things will happen if they follow your advice and visa versa

Front 17

Cognitive Dissonance

Back 17

when you are presented with information inconsistent with your current attitudes, beliefs, values, or behavior, and you become aware that you have a problem- first tactic in a persuasive speech

Front 18

Ways listeners can restore balance and ways to prevent them

Back 18

-listeners may discredit the source (you)- ensure that your audience will perceive you as competent and trust worthy
-Listeners may reinterpret the message- make the message as clear as possible
-Listeners may stop listening
-Listeners may change their attitudes, beliefs, values, or behavior (as the speaker wishes)- reduces the dissonance that they expirence

Front 19

5 Levels of Listeners Needs

Back 19

Physiological Needs- basic needs for all humans- air, water and food (unless met, difficult to motivate a lister to satisfy other needs
Safety Needs- we have a need to feel safe, secure and protected, and we need to be able to predict that our own and our loved ones need for safety is met
Social Needs- Need to feel loved and valued (sense of belonging to a group- powerful persuasive appeals are based on our need for social contact
Self-Esteem Needs- reflects our desire to think well of ourselves
Self-Actualization Needs- need to fully realize one's highest potential (organized into a hierarchy, needs at the other 4 levels must be satisfied before we can be motivated to satisfy the highest-level needed)

Front 20

Positive/Negative Motivation

Back 20

Positive Motivation- statements that suggest good things will happen if if the speaker's advice is given (know your listeners values)

Negative Motivation- threat to change someone's attitude or behavior (most effective effective approach- if then statement- if you don't do this then bad things will happen)

Front 21

Developing your Persuasive Speech

Back 21

Consider the Audience- be sensitive to cultural differences between you and the audience while not being stereotypical assumptions

Select and Narrow your Persuasive Topic- speak with sincere conviction while reflecting on your audience's passions and convictions

Determine your Persuasive Purpose- you want the members of your audience to change or reinforce their attitudes, beliefs, values or behavior

Develop your Central Idea and Main Ideas- state central idea in form of a proposition (statement with which you want your audience to agree)

Gather Supporting Material- 3 primary ways of persuading listeners:
1) being a credible and ethical speaker with credible and ethical supporting material
2) using effective logic and reasoning to support your main ideas
3) using appropriate emotional support

Organize your Speech- consider your audience and your specific purpose as you consider how you will begin your message, organize your ideas and conclude your talk

Rehearse and Deliver your Speech- rehearse your speech in front of another person or to run some of your ideas past others to check the overall clarity and structure of your message, communicate with passion and enthusiasm for your ideas when you deliver your speech (verbal/ nonverbal communication as well as personal appearance influences the audience's view of your credibility

Front 22

Categories of Propositions (Developing your Central and Main Ideas)

Back 22

Proposition of a Fact: on whether something is true or false on whether it did or didn't happen

Proposition of Value- statement that calls for the listener to judge the worth or importance of something (statements that something is either good or bad; compare 2 things and suggest that one of the options is better than the other)

Proposition of Policy- advocates a specific action- changing a policy, procedure, or behavior

Front 23

Credibility

Back 23

audience's perception of a speaker's competence, trustworthiness, and dynamism

Front 24

Competence

Back 24

to be credible a speaker should be informed, skilled, or knowledgeable about the subject he or she is talking about

Front 25

Trustworthiness

Back 25

people trust those they believe to be honest- while delivering your speech, you have to convey honesty and sincerity (demonstrate that you have had experience dealing with the issues you talk about)

Front 26

Dynamism/ Charisma

Back 26

Dynamism- often projected through delivery
Charisma- form of dynamism, charismatic person possesses charm, talent, magnetism, and other qualities that make the person attractive and energetic

Front 27

Phases of Credibility

Back 27

Initial- impression of your credibility your listeners have even before you speak
Derived- perception of your credibility your audience forms as you present yourself and your message
Terminal- perception of your credibility listeners have when you finish your speech

Front 28

Logic/ Evidence

Back 28

Logic- formal system of rules for making inferences, pay careful attention to the way you use logic to reach a conclusion

Evidence- consists of facts, examples, statistics, and expert opinions that you use to support and prove the points you wish to make

Front 29

Reasoning by Analogy

Back 29

comparison- compares one thing, person, or process with another, to predict how something will perform and respond

Front 30

Deductive Reasoning

Back 30

Uses commonly accepted claim to establish truth of specific claim.
Examples: Principles that are clearly established

State your premises: Either-Or, If-Then/ Spell out your reasoning

Front 31

Casual Reasoning

Back 31

relates 2 or more events so as to conclude that one or more events cause the others- can proceed from a known cause to an unknown effect, or from a known effect to an unknown cause

Front 32

How to Support Evidence With reasoning/

Back 32

make sure evidence logically supports the inductive, deductive, and casual reasoning you are suing to reach conclusion

Front 33

What does evidence in persuasive speeches consists of

Back 33

facts: something that has been directly observed to be true or can be proved to be true- inference is a conclusion based on available evidence or partial information

examples: illustrations that are used to dramatize or clarify a fact

expert opinions: usually most persuasive if they are combined with other evidence (facts or statistics)

Statistics: number used to summarize several facts or samples

Front 34

Fallacy

Back 34

false reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant or inappropriate

Front 35

Emotional Response Theory

Back 35

our emotional responses vary along 3 dimensions: pleasure, arousal, and power

Front 36

Developing Arguments

Back 36

-Explain why this argument deserves attention, why is it important?
-Specify those whom you hope to reach with this argument, and why should they be concerned?
-ID major challenges you will face in supporting your argument. Does data exist?
-ID major counterarguments.

Front 37

Evidence

Back 37

-What is the strongest evidence offered?
-Is there sufficient evidence?
-What kinds of sources might provide this evidence? How credible & persuasive?
-Have all the major alternative causes & effects as well as objections been considered? Sufficient support offered for rejecting these alternatives?