KEY TERMS

Persuasive speeches, p. 428

Coercion, p. 428

Speech of fact, p. 428

Speech of value, p. 429

Speech of policy, p. 429

Elaboration likelihood model, p. 430

Central route, p. 430

Peripheral route, p. 430

Credibility, p. 432

Rhetorical proofs, p. 433

Character, p. 434

Competence, p. 434

Charisma, p. 434

Motivated sequence, p. 436

Reasoning, p. 439

Deductive reasoning, p. 439

Major premise, p. 439

Minor premise, p. 439

Conclusion, p. 439

Qualifiers, p. 439

Inductive reasoning, p. 440

Analogical reasoning, p. 440

Cause-effect reasoning, p. 441

Fallacies, p. 441

Motivational appeals, p. 442

Hierarchy of needs, p. 443

Foot-in-the-door technique, p. 448