Definitions
The deliberate process of influence, of convincing others to share your beliefs
What is persuasion
The appeals to audience reason and logic
What is Logos
The arguments that focus on whether something is or isn’t true, or whether something will or will not happen
What are claims of fact
The Aristotelian term for moral character
What is ethos
The appeal to the audience’s emotions
What is pathos
To address issues of judgment
What is claims of value
How people process persuasive messages by one of two routes
What is elaboration likelihood model of persuasion (ELM)
The audience acts according to perceived costs and benefits (“value”) associated with particular action
What is Expectancy value theory
The speaker recommends specific course of action be taken or approved
What are claims of policy
The stated position, with support, for or against an idea or issue
What is an argument
The following have what in common:
Problem-solution, Cause-effect, Monroe’s motivated sequence, Comparative advantage, and Refutation
What are typical organization patterns
The model of human action based on principle that people are motivated to act based on needs
What is Maslow’s hierarchy of needs