Ch 18: Persuasive Speaking – Flashcards
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persuasive speeches
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a speech type that aids to change others by prompting them to think, believe, or act differently
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ethos
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the perceived personal character of the speaker; the speaker's integrity, trustworthiness, goodwill, knowledge, and dynamism
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pathos
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emotional reasons for attitudes, beliefs, and actions
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logos
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using rational or logical proof, such as arguments, reasoning, and evidence, to influence belief
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inductive reasoning
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begins with many specific examples and generalizes to a broad conclusion
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deductive reasoning
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begins with a premise or general claim that is widely accepted and familiar to listeners and then applies it to a variety of different specific examples
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Toulmin model of reasoning
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Model of reasoning including grounds, claim, warrant, qualifier, and rebuttal
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claim
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an assertion
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grounds
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the evidence or data that support the claim
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warrant
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establishes relevance of grounds to the claim
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qualifier
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limits the scope of the claim
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rebuttal
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anticipates and addresses potential reservations or counterarguments that the audience may have about the claim
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A. deductive
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In his speech, Adam says, " Students at out school pay too much tuition." He then discusses Ellen, a particular student at the school. He concludes by saying, "Ellen pays too much tuition." Adam has relied on which form of reasoning? A. deductive B. inductive C. Toumlin D. probative
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credibility
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ethos; earned when a speaker convinces listeners that s/he has integrity, goodwill, and trustworthiness.
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initial credibility
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the expertise and trustworthiness recognized by listeners before a presentation begins
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derived credibility
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the expertise and trustworthiness that listeners confer on speakers as a result of how speakers communicate during presentations
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terminal credibility
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the cumulative expertise, goodwill, and trustworthiness listeners attribute to a speaker
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motivated sequence pattern
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follows a natural pattern of human thought by gaining listeners' attention, demonstrating a need, and then helping them visualize and act on the solution; a five-step plan
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inoculation
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"immunizes listeners in advance against opposing ideas an arguments they may encounter in the future
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ad hominem arguments
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arguments that attack individuals rather than ideas
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post hoc, ergo porter hoc
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arguments that present two things as being related such that the first thing causes the second, even though causality may not be true.
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bandwagon appeal
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an argument that seeks to change people by suggesting that everyone else is already thinking, feeling, or behaving in a particular way, so the listener should do so, too.
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slippery slope
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an argument that claims that once we take the first step, more and more steps inevitably will follow until some unacceptable consequence results
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hasty generalization
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occurs when a speaker makes a broad, general claim with insufficient evidence
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red herring argument
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tries to deflect listeners from relevant issues to some irrelevant topic
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either-or logic
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implies that there are only two possible outcomes or viewpoints, when in fact, there are many options between the two poles on the continuum of possibilities
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halo effect
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occurs when the speaker generalizes a person's authority or expertise to areas in which the person's authority or expertise is irrelevant
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B. derived credibility
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The credibility that a speaker earns by what she or he says and does in a speech is called A. initial credibility B. derived credibility C. terminal credibility D. ethical credibility
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B. a two-sided presentation
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Sandra knows that her listeners are opposed o what she will advocate in her persuasive speech. The suggests that she should use A. a one-sided presentation B. a two-sided presentation C. the motivated sequence D. the Toulmin model
