Shared Flashcard Set

Details

Chapter 15 Persuasive Speaking
Chapter 15 Rothwell Third Edition
28
Communication
05/01/2010

Additional Communication Flashcards

 


 

Cards

Term
Attitude
Definition
Learned predisposition to respond favorably or unfavorably toward some attitude object
Term
Social Judgment Theory
Definition
A theory of persuasion that focuses on how close or distant an audience's position on a controverial issue is from its anchor attitude
Term
Anchor Attitude
Definition
Preexisting attitude on an issue that serves as a reference point for how close or distant other attitude and position are
Term
Latitude of Acceptance
Definition
Positions a person finds acceptable or at least tolerable
Term
Latitude of Noncommitment
Definition
Positions that provoke only neutral or ambivalent response form people
Term
Latitude of Rejection
Definition
Those positions people find objectionable because they are too far from their anchor attitude
Term
Ego Involvement
Definition
The degree to which an issue is relevant or important to a person
Term
Counterpersuasion
Definition
Attacks from an opposing side on an issue of controversy
Term
Elaboration Likelihood Model
Definition
Theory of how persuasion works positioning two routes to persuasion, the central route that requires midfulness and the peripheral route that is relatively mindless
Term
Parallel Processing
Definition
Using both central and peripheral routes to persuasion
Term
Identification
Definition
The affiliation and connection between speaker and listener
Term
Stylistic Similarity
Definition
An identification strategy of persuasion in which a speaker tries to establish common ground between the speaker and his or her audience
Term
Substantive Similarity
Definition
Creates identification between a speaker and an audience by establishing common ground between the two
Term
Credibility
Definition
Judgments made by listeners concerning the believability of a communicator
Term
Ethos
Definition
Aristotle's version of credibility characterized by "good sense, good moral character, and good will" of the speaker
Term
Competence
Definition
An audience's percetopns of a speaker's knowledge and experience on a topic
Term
Trustworthiness
Definition
How truthful or honest an audience perceives a speaker to be
Term
Dynamism
Definition
The enthusiasm and energy exhibited by a speaker
Term
Composure
Definition
A speaker's emotional stability, confidence, and degree of control over himself or herself when under stress
Term
Logos
Definition
Aritotle's conception of building arguments based on logic and evidence
Term
Proposition
Definition
The primary overriding claim for a persuasive speech
Term
Proposition of Fact
Definition
The primary overriding claim in a persuasive speech that alleges a truth
Term
Proposition of Policy
Definition
The primary overriding claim in a persuasive speech that calls for a significant change from how problems are currently handled
Term
Proposition of value
Definition
A primary overriding claim in a persuasive speech that calls for a judgement that assesses the worth or merit of an idea, object, or practice
Term
Cognitive Dissonance
Definition
The unpleasant feeling produced by seemingly inconsistent thoughts
Term
Contrast Effect
Definition
A persuasive strategy that begins with a large request that makes a smaller request seem more palatable
Term
Pathos
Definition
Aristotle's conception of emotional appeals used for persuasion
Term
Refutation
Definition
The process of answering opposing arguments in a debate or disagreement