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persuasive speech (513)
fact claim (514)
value claim (514)
policy claim (516)
Elaboration Likelihood Model (516)
central route (516)
peripheral route (516)
strategic discourse (518)
latitude of acceptance (520)
latitude of rejection (520)
boomerang effect (521)
needs (523)
hierarchy of needs (523)
values (524)
two-sided argument (527)
core belief (528)
peripheral belief (528)
full disclosure (531)
causal pattern (532)
comparison pattern (532)
categorical pattern (533)
criteria-application pattern (534)
motivated sequence (537)
problem-cause-solution pattern (538)