Key Terms

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persuasive speech (513)

image fact claim (514)

value claim (514)

image 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)

image motivated sequence (537)

image problem-cause-solution pattern (538)