Chapter 11: Informative and Persuasive Speaking

What is the purpose of informative speaking?

To teach the audience about a topic and increase their knowledge and understanding.

What are four ways a speaker can inform an audience?

Definition, description, demonstration, and explanation.

What does informing through description involve?

Using sensory details to help the audience create a mental picture.

What is informing through demonstration?

Explaining and physically showing the audience how to do something.

What is the purpose of persuasive speaking?

To influence an audience’s beliefs, attitudes, or behaviors.

What are the three parts of an argument?

Claim, evidence, and warrant.

What is a claim?

The point or position the speaker is arguing.

What are the three types of propositions?

Fact, value, and policy.

What is the difference between a proposition of fact and a proposition of policy?

A fact argues whether something is true or false, while a policy argues what action should be taken.

What is invitational rhetoric?

A way of communicating that encourages open discussion instead of forcing agreement.

What are the five steps of Monroe’s Motivated Sequence?

Attention, need, satisfaction, visualization, and action.

What is inductive reasoning?

Using specific examples to reach a general conclusion.

What is deductive reasoning?

Applying a general principle to reach a specific conclusion.

What is causal reasoning?

Explaining how one thing causes another.

What is a hasty generalization?

Making a broad conclusion based on too few examples.

What is the bandwagon fallacy?

Arguing that something must be good or right because many people do it.

What is a false dilemma?

Presenting only two choices when more options are available.

What is the false authority fallacy?

Using someone as a source of credibility even though they do not have the proper qualifications.

What are ethos, logos, and pathos?

• Ethos: Builds credibility.

• Logos: Uses logic and evidence.

• Pathos: Appeals to emotions.

What is cognitive dissonance?

The mental discomfort people experience when new information conflicts with their existing beliefs, attitudes, or values.

What is positive motivation?

Promising rewards or benefits if the audience accepts the message.

What is negative motivation?

Warning about negative consequences if the audience rejects the message.

What are the five levels of Maslow’s hierarchy of needs?

Physiological, safety, social, self-esteem, and self-actualization.

What are three ethical guidelines for using fear appeals?

Don't overuse fear, support the threat with evidence, and empower the audience to address the threat.

What is the slippery slope fallacy?

Claiming that one action will lead to extreme consequences without enough evidence.

What is the ad hominem fallacy?

Attacking the person instead of addressing their argument.

What is the false cause fallacy?

Claiming that one thing caused another without sufficient evidence.

What is the false analogy fallacy?

Comparing two situations that are not similar enough.

What is the difference between positive and negative motivation?

Positive motivation focuses on rewards, while negative motivation focuses on consequences.

Which three needs are speakers most likely to appeal to when persuading an audience?

Safety, social, and self-esteem needs.