17.6 CHAPTER REVIEW

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CHAPTER17 REVIEW

Chapter Recap

CHAPTER RECAP

  • There are three types of persuasive propositions—fact, value, and policy—which you can use to reinforce or change listeners’ attitudes and beliefs, or encourage them to take action.

  • Your ethos, or credibility, is what determines whether an audience views you as trustworthy. Failure to properly display your character, competence, and charisma can result in an ineffective speech.

  • Using the motivated sequence will help you form a logical structure to your persuasive argument, but if you lack sound reasoning, listeners are less likely to believe your claims.

  • Motivational appeals connect with an audience’s needs and feelings. Also known as pathos, this is how you can get an audience emotionally involved with your topic.

  • Considering the risk of coercion, it is especially important to maintain high ethical standards in persuasive speeches and to establish goodwill with your audience.

image LaunchPad for Choices & Connections offers unique video scenarios and encourages self-assessment through adaptive quizzing.

image LearningCurve adaptive quizzes

image How to Communicate video scenarios

image Video clips that illustrate key concepts

image Sample speech resources

KEY TERMS

image Persuasive speeches, p. 434

Coercion, p. 434

image Proposition of fact, p. 435

image Proposition of value, p. 435

image Proposition of policy, p. 435

Elaboration likelihood model, p. 436

Central route, p. 436

Peripheral route, p. 436

image Credibility, p. 439

Ethos, p. 439

Rhetorical proofs, p. 439

Character, p. 440

Competence, p. 440

Charisma, p. 441

image Logos, p. 442

image Motivated sequence, p. 442

Reasoning, p. 445

Deductive reasoning, p. 445

Major premise, p. 445

Minor premise, p. 445

Conclusion, p. 445

Qualifiers, p. 445

image Inductive reasoning, p. 445

Analogical reasoning, p. 448

Cause-effect reasoning, p. 448

image Fallacies, p. 448

Motivational appeals, p. 450

image Pathos, p. 450

Hierarchy of needs, p. 450

Foot-in-the-door technique, p. 456

ACTIVITIES

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For more activities, visit LaunchPad for Choices & Connections at macmillanhighered.com/choicesconnections2e.

  1. Identifying Rhetorical Proof

    Question

    Find a persuasive speech online. This could be from a politician, a TED talk (www.ted.com), a commencement address, or even one of your own classmates. While listening to the speech, note effective uses of ethos, logos, and pathos, or times when they could have been used more effectively. Write a brief paper explaining the speech’s thesis, your findings, and whether you found the speech persuasive.

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    1. Find a persuasive speech online. This could be from a politician, a TED talk (www.ted.com), a commencement address, or even one of your own classmates. While listening to the speech, note effective uses of ethos, logos, and pathos, or times when they could have been used more effectively. Write a brief paper explaining the speech’s thesis, your findings, and whether you found the speech persuasive.

  2. As Seen on TV

    Question

    Working in groups, use the motivated sequence on pages 442–445 to plan a two- to three-minute infomercial selling an imaginary service to your classmates. Base the infomercial on a service that college students might actually use (dating Web site, tutoring business, personal trainer, dog-sitting service). After preparing and rehearsing the infomercial, perform it in front of your class, or make a video and post it to the class Web site. Be prepared to explain how you incorporated each step in the motivated sequence.

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    2. Working in groups, use the motivated sequence on pages 442–445 to plan a two- to three-minute infomercial selling an imaginary service to your classmates. Base the infomercial on a service that college students might actually use (dating Web site, tutoring business, personal trainer, dog-sitting service). After preparing and rehearsing the infomercial, perform it in front of your class, or make a video and post it to the class Web site. Be prepared to explain how you incorporated each step in the motivated sequence.