persuasion
the process of creating, reinforcing, or changing people's beliefs or actions
mental dialogue with audience
the mental give-and-take between speaker and listener during a persuasive speech
target audience
the portion of the whole audience that the speaker most wants to persuade
question of fact
a question about the truth or falsity of an assertion
question of value
a question about the worth, rightness morality
question of policy
a question about whether a specific course of action should or should not be taken
speech to gain passive agreement
a persuasive speech in which the speaker's goals to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy
speech to gain immediate action
a persuasive speech in which the speaker's goal is to convince the audience to take action in support of a given policy
burden of proof
the obligation facing a persuasive speaker to prove that a change from current policy is necessary
problem-solution order
a method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem
problem-cause-solution order
a method of organizing persuasive speeches in which the first main point identifies a problem, the second main point analyzes the causes of the problem, and the third main point presents a solution to the problem
comparative advantages order
a method of organizing persuasive speeches in which each main point explains why a speaker's solution to a problem is preferable to other proposed solutions
Monroe's Motivated Sequence
Attention. Need. Satisfaction. Visualization. Action.
ethos
credibliity
credibility
the audience's perception of whether a speaker is qualified o speak on a given topic: competence and character
initial credibility
the credibility of a speaker before she or he starts to speak
derived credibility
the credibility of a speaker produced by everything she or he says and does during the speech
terminal credibility
the credibility of a speaker at the end of the speech
creating common ground
a technique in which a speaker connects himself or herself with the values, attitudes, or experiences of the audience
evidence
supporting materials used to prove or disprove something
logos
logical appeal of a speaker: evidence and reasoning
reasoning
the process of drawing a conclusion on the basis of evidence
reasoning from specific instances
reasoning that moves from particular facts to a general conclusion
reasoning from principle
reasoning that moves from a general principle to a specific conclusion
causal reasoning
reasoning that seeks to establish the relationship between causes and effects
analogical reasoning
reasoning in which a speaker compares two similar cases and infers that what is true for the first case is also true for the second
fallacy
an error in reasoning
hasty generalization
a fallacy in which a speaker jumps to a general conclusion on the basis of insufficient evidence
false cause
a fallacy in which a speaker mistakenly assumes that because one event follows another, the first event is the cause of the second
invalid analogy
an analogy in which the two cases being compared are not essentially alike
bandwagon
a fallacy which assumes that because something is popular, it is therefore good, correct, or desirable
red herring
a fallacy that introduces an irrelevant issue to divert attention from the subject under discussion
ad hominem
a fallacy that attacks the person rather than dealing with the real issue in dispute
either-or
a fallacy that forces listeners to choose between two alternatives when more than two alternatives exist
slippery slope
a fallacy which assumes that taking a first step will to lead to subsequent steps that cannot be prevented
appeal to tradition
a fallacy which assumes that something old is automatically better than something new
appeal to novelty
a fallacy which assumes that something new is automatically better than something old
pathos
emotional appeal
speech of introduction
a speech that introduces the main speaker to the audience
speech of presentation
a speech that presents someone a gift, an award, or some other form of public recognition
acceptance speech
a speech that gives thanks for a gift, an award, or some other form o public recognition
commemorative speech
a speech that pays tribute to a person, a group of people, an institution, or an idea