Chapter 17 Review

533

“Good persuaders make strategic choices in an ethical manner.”

In this chapter, we explored how persuasive speakers strengthen or weaken their audience’s commitment to a particular topic or motivate their listeners to take a particular action. In doing so, persuasive speakers make one of three types of claims—fact, value, or policy. In evaluating a message, audience members may take the central route and carefully process the message or take the peripheral route and be influenced by cues that have little to do with speech content. If they are interested in the topic, they will most likely follow the central route, resulting in more effective and longer-lasting attitude change.

We also shared strategies for relating a persuasive message to your audience, including choosing a thesis based on your listeners’ disposition, linking your message to your audience’s needs and values, demonstrating how the costs of your proposal are worth the benefits, addressing audience reservations about your thesis, and focusing on your listeners’ peripheral beliefs.

Additionally, you can develop your message in an ethical manner by helping your listeners make an informed decision, researching your facts thoroughly, disclosing any biases, and properly attributing your research sources. Finally, we offered strategies for organizing your message, depending on whether you are making a fact, value, or policy claim.

LaunchPad for Speak Up offers videos and encourages self-assessment through adaptive quizzing. Look for the check icon and play icon throughout the chapter for adaptive quizzing and online video activities.

Key Terms

persuasive speech 507

fact claim 508

value claim 508

policy claim 509

534

elaboration likelihood model 510

central route 510

peripheral route 510

strategic discourse 512

social judgment theory 513

latitude of acceptance 513

latitude of rejection 513

boomerang effect 513

needs 515

hierarchy of needs 515

values 516

belief 517

attitude 517

core belief 518

peripheral belief 518

two-sided argument 521

full disclosure 524

causal pattern 525

categorical pattern 525

criteria-application pattern 526

comparison pattern 527

motivated sequence 529

problem-cause-solution pattern 530

Review Questions

  1. Question

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  2. Question

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  3. Question

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  4. Question

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  5. Question

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  6. Question

    PqF0a+wIUPiGbdH88DvK8EV2zMM+qjWz6JZacnxgIYsuCk/v/37LBdog89qutMoYSM+2sdC7liolhSj0cswj/HfO3qKtRbSYoHl3e+p3+hbvu/PiuLz1Q8nAfjL7V8LEuETnMddgMHvZCei9GCo1WorNOuZpfY2MPdq7WtoEe8cSrIt0U01KP4tnEgw4iROoNYxjMDDwd2JxTLcd57ihjFWFqCFpJ2JTc8Rp2FzUDGbSSX9+
    Describe two ways to organize a persuasive speech for each of the following—a fact claim, a value claim, and a policy claim.

Critical Thinking Questions

  1. Question

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  2. Question

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  3. Question

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  4. 535

    Question

    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
    Consider the way that talking heads and audiences for twenty-four-hour news channels tend to break along ideological and party lines. What does this tell you about latitudes of acceptance and rejection? How would you characterize the latitudes of acceptance and rejection for people who do not like to listen to commentators on either end of the political spectrum?

Activities

  1. Question

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    Chapter 17 - Activity Question 1

  2. Question

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    Chapter 17 - Activity Question 2

  3. Question

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    Chapter 17 - Activity Question 3

  4. Question

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    Chapter 17 - Activity Question 4

  5. Question

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    Chapter 17 - Activity Question 5