CHAPTER 17: REVIEW

CHAPTER17REVIEW

CHAPTER RECAP

  • There are three types of persuasive speeches—speeches of 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.

LAUNCHPAD

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

LearningCurve adaptive quizzes

How to Communicate video scenarios

Video clips that illustrate key concepts

Sample speech resources

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

Ethos, p. 433

Rhetorical proofs, p. 433

Character, p. 434

Competence, p. 434

Charisma, p. 434

Logos, p. 435

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

Pathos, p. 443

Hierarchy of needs, p. 443

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

ACTIVITIES

Identifying Rhetorical Proof

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.

Question

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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.

As Seen on TV

Working in groups, use the motivated sequence on pages 436–437 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.

Question

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Working in groups, use the motivated sequence on pages 436–437 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.