Communications Chapter 14-15
Terms
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- inform
- to share information with others to enhance their knowledge or understanding of the information, concepts, and ideas you present
- analogy
- a comparison between two ideas, things, or situations, which demonstrates how something unfamiliar is similar to something the audience already understands
- word picture
- a vivid use of words to describe a situation that invites listeners to draw on their senses
- adult learners
- 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
- persuasion
- the process of attempting to change or reinforce a listener's attitudes, beliefs, values, or behavior
- coercion
- using unethical force to get another person to think or behave as you wish; takes away free choice
- cognitive dissonace
- the sense of disorganization or imbalance that prompts a person to change when new information conflicts with previously organized thought patterns
- hierarchy of needs
- 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
- attitude
- a learned predisposition to respond favorably or unfavorably to something; a like or a dislike
- belief
- a sense of what is true or false
- value
- an enduring conception of right or wrong, good or bad
- proposition
- a claim with which you want your audience to agree
- proposition of fact
- a claim as to whether something is true or false, or whether it did ir did not happen
- proposition of value
- a claim that calls for the listener to judge the worth or importance of something
- proposition of policy
- a claim advocating a specific action or change or policy, procedure, or behavior
- trustworthiness
- the factor in a speaker's credibility that refers to his or her being perceived as believeable and honest
- dynamism
- the factor in a speaker's credibility that refers to his or her being perceived as energetic
- charisma
- characteristic of a talented, charming, attractive speaker
- initial credibility
- the impression of a speaker's credibility that listeners have before the speaker begins to speak
- derived credibility
- the impression of a speaker's credibility based on what the speaker says and does during the presentation
- terminal credibility
- the final impression listeners have of a speaker's credibility after the presentation has been concluded
- deductive reasoning
- moving from a general statement or principle to reach a certain specific conclusion
- syllogism
- a three-part way of developing an arguement; includes a major premise, a minor premise, and a conclusion
- causal reasoning
- relating two or more events in such a way as to conclude that one or more or the events caused the others
- ethos
- the credibility or ethical character of a speaker
- logos
- logical arguments
- pathos
- emotional appeals
- credibility
- an audience's perception of a speaker's competence, trust, worthiness, and dynamism
- competence
- the factir in a speaker's credibility that refers to his or her being perceived as informed, skilled, or knowledgeable
- proof
- evidence plus reasoning
- evidence
- material usd to support a point or premise
- reasoning
- the process or drawing a conclusion from evidence
- inductive reasoning
- using specific examples to reach a probable general conclusion
- analogy (reasoning)
- a special kind of inductive reasoning that draws a comparison between two ideas, things, or situations that share some essential common feature
- logical fallacy
- false reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant or inappropriate
- causal fallacy
- making a faulty cause-and-effect connection between two things or events
- bandwagon fallacy
- suggesting that because everyone else believes something or does something, it must be valid, accurate, or effective
- either-or fallacy
- oversimplifying an issue as offering only two choices
- hasty generalization
- reaching a conclusion without adequate supporting evidence
- personal attack
- attacking irrelevant personal characteristics of someone connected with an idea, rather than addressing the idea itself
- red herring
- using irrelevant facts or information to distract someone from the issue under discussion
- appeal to misplaced authority
- using someone without the appopriate credentials or expertise to endorse an idea or product
- non sequitur
- latin for "it does not follow"; an idea or conclusion that does not logically follow the previous idea or conclusion
- problem-and-solution organization
- organization by discussing first a problem and then its various solutions
- cause-and-effect organization
- organization by discussing a situation and its causes, or a situation and its effects
- refutation
- organization according to objections your listeners may have to your ideas and arguments
- motivated sequence
- Alan H. Monroe's five-step plan for organizing a persuasive message: attention, need, satisfaction, visualization, and action
- visualization
- a word picture of the future
- positive visualization
- a word picture of how much better things will be if a solution is implemented
- negative visualization
- a word picture of how much worse things will be if a solution is not implemented; a fear appeal