Communications Chapter 14-15

Front 1

inform

Back 1

to share information with others to enhance their knowledge or understanding of the information, concepts, and ideas you present

Front 2

analogy

Back 2

a comparison between two ideas, things, or situations, which demonstrates how something unfamiliar is similar to something the audience already understands

Front 3

word picture

Back 3

a vivid use of words to describe a situation that invites listeners to draw on their senses

Front 4

adult learners

Back 4

individuals with a learning style that prefers practical, useful information that is relevant to their busy lives; they seek information that connects with their life experiences

Front 5

persuasion

Back 5

the process of attempting to change or reinforce a listener's attitudes, beliefs, values, or behavior

Front 6

coercion

Back 6

using unethical force to get another person to think or behave as you wish; takes away free choice

Front 7

cognitive dissonace

Back 7

the sense of disorganization or imbalance that prompts a person to change when new information conflicts with previously organized thought patterns

Front 8

hierarchy of needs

Back 8

Abraham Maslow's classic theory that humans have five levels of need arranged in such a manner that lower level needs must be met before people can be concerned about higher-level needs

Front 9

attitude

Back 9

a learned predisposition to respond favorably or unfavorably to something; a like or a dislike

Front 10

belief

Back 10

a sense of what is true or false

Front 11

value

Back 11

an enduring conception of right or wrong, good or bad

Front 12

proposition

Back 12

a claim with which you want your audience to agree

Front 13

proposition of fact

Back 13

a claim as to whether something is true or false, or whether it did ir did not happen

Front 14

proposition of value

Back 14

a claim that calls for the listener to judge the worth or importance of something

Front 15

proposition of policy

Back 15

a claim advocating a specific action or change or policy, procedure, or behavior

Front 16

trustworthiness

Back 16

the factor in a speaker's credibility that refers to his or her being perceived as believeable and honest

Front 17

dynamism

Back 17

the factor in a speaker's credibility that refers to his or her being perceived as energetic

Front 18

charisma

Back 18

characteristic of a talented, charming, attractive speaker

Front 19

initial credibility

Back 19

the impression of a speaker's credibility that listeners have before the speaker begins to speak

Front 20

derived credibility

Back 20

the impression of a speaker's credibility based on what the speaker says and does during the presentation

Front 21

terminal credibility

Back 21

the final impression listeners have of a speaker's credibility after the presentation has been concluded

Front 22

deductive reasoning

Back 22

moving from a general statement or principle to reach a certain specific conclusion

Front 23

syllogism

Back 23

a three-part way of developing an arguement; includes a major premise, a minor premise, and a conclusion

Front 24

causal reasoning

Back 24

relating two or more events in such a way as to conclude that one or more or the events caused the others

Front 25

ethos

Back 25

the credibility or ethical character of a speaker

Front 26

logos

Back 26

logical arguments

Front 27

pathos

Back 27

emotional appeals

Front 28

credibility

Back 28

an audience's perception of a speaker's competence, trust, worthiness, and dynamism

Front 29

competence

Back 29

the factir in a speaker's credibility that refers to his or her being perceived as informed, skilled, or knowledgeable

Front 30

proof

Back 30

evidence plus reasoning

Front 31

evidence

Back 31

material usd to support a point or premise

Front 32

reasoning

Back 32

the process or drawing a conclusion from evidence

Front 33

inductive reasoning

Back 33

using specific examples to reach a probable general conclusion

Front 34

analogy (reasoning)

Back 34

a special kind of inductive reasoning that draws a comparison between two ideas, things, or situations that share some essential common feature

Front 35

logical fallacy

Back 35

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

Front 36

causal fallacy

Back 36

making a faulty cause-and-effect connection between two things or events

Front 37

bandwagon fallacy

Back 37

suggesting that because everyone else believes something or does something, it must be valid, accurate, or effective

Front 38

either-or fallacy

Back 38

oversimplifying an issue as offering only two choices

Front 39

hasty generalization

Back 39

reaching a conclusion without adequate supporting evidence

Front 40

personal attack

Back 40

attacking irrelevant personal characteristics of someone connected with an idea, rather than addressing the idea itself

Front 41

red herring

Back 41

using irrelevant facts or information to distract someone from the issue under discussion

Front 42

appeal to misplaced authority

Back 42

using someone without the appopriate credentials or expertise to endorse an idea or product

Front 43

non sequitur

Back 43

latin for "it does not follow"; an idea or conclusion that does not logically follow the previous idea or conclusion

Front 44

problem-and-solution organization

Back 44

organization by discussing first a problem and then its various solutions

Front 45

cause-and-effect organization

Back 45

organization by discussing a situation and its causes, or a situation and its effects

Front 46

refutation

Back 46

organization according to objections your listeners may have to your ideas and arguments

Front 47

motivated sequence

Back 47

Alan H. Monroe's five-step plan for organizing a persuasive message: attention, need, satisfaction, visualization, and action

Front 48

visualization

Back 48

a word picture of the future

Front 49

positive visualization

Back 49

a word picture of how much better things will be if a solution is implemented

Front 50

negative visualization

Back 50

a word picture of how much worse things will be if a solution is not implemented; a fear appeal