Persuasion Exam 2

Front 1

3 Types of Sensory Language

Back 1

Visual, Auditory, and Kinesthetic

Front 2

Define Sensory Language

Back 2

Using five senses to add depth to persuasion

Front 3

What is a metaphor?

Back 3

A word or phrase where one object or idea is used in place of another object to suggest a likeness

Front 4

Two key parts of metaphors

Back 4

1. Tenor (subject of the metaphor/signified)

2. Vehicle (transmission of the meaning/signifier)

That kid [tenor] is a siren [vehicle]!

Front 5

Define archetypal metaphor

Back 5

A metaphor that crosses time and culture

While a person in china may not understand characterizing a person as being timid like Piglet, they will understand a timid person being compared to a mouse.

Front 6

Define God term

Back 6

Convincing someone to do something

Front 7

Define Devil term

Back 7

Dissuade someone from doing something using terms of repulsion

Front 8

Define Charismatic Term

Back 8

Emotionally charged words that are hard to define, intangible

example: democracy, freedom

Front 9

Define Pragmatic style

Back 9

The persuader is targeting audience members that are against their cause.

Use logical approach [Logos]

Use central route [ELM]

Front 10

Define Unifying Style

Back 10

The persuader is trying to motivate their supporters.

Use emotional approach [pathos]

Use peripheral route [ELM]

Front 11

Define Wisdom of the Rustic

Back 11

Speaker draws on his/her hardships to connect with working class

Front 12

American Core Values - - Wisdom of the Rustic

Back 12

Puritan and Pioneer mentality

"Simple, common-sense wisdom of the backwoods hero wins out"

Front 13

Define Coming of the Messiah

Back 13

When society is in danger, disaster, or chaos, someone will come to save us all

Any size - - Family, personal, nation-wide

Front 14

American Core Values - - Coming of the Messiah

Back 14

Puritan and Pioneer Morality

Front 15

Who developed paranoid style conspiracies?

Back 15

Richard Hofstadter

Front 16

How does conspiracy theories connect with the coming of the messiah?

Back 16

Conspiracy theories cause the chaos needed for the messiah to appear

Front 17

3 factors of a conspiracy

Back 17

1. Something to lose [money, power, health]

2. They feel danger that these things will be lost

3. They are helpless to prevent this loss

Front 18

American Core Value - - Conspiracy

Back 18

Puritan/Pioneer morality

Front 19

Define Value of a Challenge

Back 19

Wisdom can only be gained by testing and suffering, but this right of passage gives us power, character, or knowledge

Front 20

3 Themes of suffering [value of challenge]

Back 20

1. Nothing can be accomplished without pain

2. Suffering begets maturity, humility, wisdom

3. Great leaders were tested and found equal to the challenge

Front 21

American Core Values - - value of a challenge

Back 21

Effort and Optimism

Front 22

How does this relate with Wisdom of the Rustic?

Back 22

Value of a Challenge - main category

Wisdom of the Rustic - sub category

Front 23

Define "foot in the door"

Back 23

Donor makes a small commitment, but this relationship leads to larger sales

Front 24

Define "door in the face"

Back 24

Requests a large commitment, but then settles on a small commitment

Front 25

Define "Rejection to Threat"

Back 25

salesperson attempts a loaded sale and is rejected, but then they retreat to offering a stripped down version

Makes customers feel like they "won" the sale

Front 26

Define "Sell up"

Back 26

After they succeed with selling one thing, they offer upgrades for extra

Front 27

Define yes-yes technique

Back 27

Get the audience to respond positively to several parts of the appeal, withholding key request until last

Front 28

What theory does the yes-yes technique work with?

Back 28

Heider's Balance theory

If they like A and like B, then they have to like C

Front 29

Define Planting Technique

Back 29

Use five sense to open channel to audience memory [3-D rather than 2-D]

Front 30

How is the planting technique different from sensory language?

Back 30

Sensory - - spoken description

Planting - - spoken and visual

Front 31

2nd name of IOU Technique

Back 31

Reciprocity Tactic

Front 32

What are the two key aspects of IOU?

Back 32

Short-lived persuasion, pathos

Front 33

Define Ad Hominem

Back 33

attacking a person rather than their position

Front 34

What is another word for ad hominem

Back 34

Mud slinging

Front 35

Type of Reasoning - - Ad Hominem

Back 35

Reasoning from Symptoms

Negative qualities of product, I don't want that

Front 36

Define Ad Populum

Back 36

An idea is right because all the popular people believe it is right

Front 37

Type of Reasoning - - Ad Populum

Back 37

Cause to Effect

Front 38

Define Undistributed Middle

Back 38

Because a group shares some aspect with similar groups, it shares all the aspects

ie: Fraternity members are heavy drinkers

Front 39

Model for Undistributed Middle

Back 39

A=B

B=C

A=C

Front 40

Type of Reasoning - - Undistributed middle

Back 40

Inductive Reasoning

1 specific thing + 1 specific thing = general assumption

Front 41

Define Straw man Argument

Back 41

Distorting an opponents argument for the purpose of making it easier to object

Front 42

Model of Straw man argument

Back 42

Person A - - Position X

Person B - - Distorted position x

Person B attacks distorted position x, therefore x is flawed [If you are wrong, I am right]

Front 43

Type of Reasoning - - Straw man

Back 43

Cause to effect

Front 44

4 Theories of Language

Back 44

Langer's Approach to Language

Semantic Approach to Language

Semiotic Approach to Language

Burkean Pentad

Front 45

Define Langer's Approach to Language

Back 45

What distinguishes us from animals is our ability to use symbols and signs

Front 46

Three parts of Langer's Approach

Back 46

Significance

Conotative meaning - How we think of a word

Denotative meaning - Dictionary meaning

Front 47

Define Semantic Approach

Back 47

The language you use is based on where you are

Front 48

Two parts of Semantic Approach

Back 48

1. Maps - our inner perception of words

2. Territory - Reality of the word meaning

If you move, the territory changes

Front 49

Define Semiotic Approach

Back 49

Context changes the meaning of the symbol

Front 50

Two parts of Semiotic Approach

Back 50

Signifiers and signified

Similar to metaphors - Dream interpretation

Front 51

Define Burkean Pentad

Back 51

We try and share the substance of ourself to identify with the audience and share

Front 52

5 verbal punches of the Burkean Pentad

Back 52

1. Agent (person acting)

2. Act (the behavior)

3. Scene (the setting)

4. Purpose (the reason for telling)

5. Agency (The method of communication)

Front 53

Dimensions of Language

Back 53

1. Functional (noun? verb?)

2. Semantic (all possible meanings)

3. Thematic (figure of speech to show image)

-Potluck

-Pot of gold

-Hit the pot

Front 54

Define Culture

Back 54

The values, beliefs and patterns of behavior that are trained into us from early childhood through language, myths, and tales that we hear and our observations of how those around us behave

Front 55

Two ways to learn about culture

Back 55

1. Inculturation - born into a culture

2. Aculturation - Adapt to culture

Front 56

3 Parts of Credibility

Back 56

1. Expertise

2. Trustworthiness

3. Dynamism (encourage admiration and respect)

Front 57

3 Purposes of Persuasive Speech

Back 57

1. Form an attitude [Inform on new topic]

2. Change an attitude [shift along scale]

3. Change a behavior

Front 58

3 Persuasive Appeals

Back 58

1. Ethose

2. Pathos (if audience agrees with you)

3. Logos (if audience disagrees with you)

Front 59

3 Parts of a speech

Back 59

1. Intro

2. Body

3. Conclussion

Front 60

4 parts of an introduction

Back 60

1. Attention getter

2. Justification [why should we listen?]

3. Thesis [Names the topic]

4. Preview

Front 61

3 Parts of a conclusion

Back 61

1. Summary

2. Tie back

3. Call to Action [Match purpose of intro]

Front 62

Stock Issues Checklist (5)

Back 62

S H I T S

1. Significance (widespread, long lasting)

2. Harms

3. Inherency (something in status quo that stops the solution)

4. Topicality (current problem, recent sources)

5. Solvency (It can be solved)

Front 63

Monroe's Motivated Sequence Checklist (5)

Back 63

1. Attention

2. Need

3. Satisfaction (solutions)

4. Visualization (Audience sees how they can solve the problem)

5. Actualization (compel the audience to act)

Front 64

Define Process Premises

Back 64

Using emotional appeals

Front 65

Define Content Premises

Back 65

Logical appeals

Front 66

Appeals of Process Premises

Back 66

1. Needs

2. Play on Emotions

3. Attitudes

4. Consistency

Front 67

2 Appeals to Needs

Back 67

1. Packard's Needs

2. Maslow's Hierarchy of Needs

Front 68

Packards Needs (8)

Back 68

-Need for emotional security

-Need for reassurance of worth

-Need for ego gratification

-Need for creative outlets

-Need for love objects

-Need for roots

-Need for Power

-Need for immortality

Front 69

Maslows Hierarchy (5)

Back 69

1. Basic Needs

2. Safety/Security

3. Belongingness and love

4. Esteem

5. Self Actualization

Front 70

5 Emotions of Process Premises

Back 70

-Fear

-Guilt

-Anger

-Pride

-Happiness

Front 71

Attitude Equation

Back 71

opinion+attitude=intent

Opinion=thoughts

attitude=emotion

intent=thoughts on behavior

Front 72

Define Consistency

Back 72

A desire for balance, remove disonance

ex. economic loss, loss of prestige, uncertainty

Front 73

Two parts of Content Premises

Back 73

1. Evidence (support)

2. Reasoning (evidence)

Front 74

Types of Evidence (5)

Back 74

1. Numbers/Statistics

2. Narratives (story about someone else)

-coherence and fidelity

3. Testimony (story about yourself)

4. Anecdotes (short "for instance" story)

5. Participation/Deminstration

-picture, show of hands, mental journey

Front 75

Types of reasoning arguments (7)

Back 75

1. Cause to effect (if you do this, this will occur)

2. Effect to cause (the happened because of this)

3. Reasoning from symptoms

-List of bad things that link to problem

4. Criteria to application

-Link options to one solution

5. Reasoning from comparison

-Give other solutions, but yours is better

6. Deductive Reasoning (broad to specific)

7. Inductive Reasoning (specific to broad)

Front 76

3 Parts of Toulman's Model

Back 76

-Claim (argument)

-Data (support)

-Warrant (link, why does this happen)

Front 77

Define Backing

Back 77

Extra warrant to solidify a claim