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Persuasion Chapter 12
Terms in this set (14)
audience analysis definition
knowing your audience, learning as much as possible about your projected audience and what is likely to motivate them
audience demographics definition
demographics describes people in quantifiable terms of their shared attributes - their likes, dislikes, and habits, as well as age, gender, education, religious beliefs (if any), and income
determining audience needs
•We can do some fairly sophisticated analysis of our target to determine audience needs.
•All audiences have some sets of shared experiences—familiar chords.
•Make it easy for your audience to take action.
forms of organization
Organization by Topic
Organization by Space
Organization by Chronology
Organization by Stock Issues
Organization by the Motivated Sequence
Rank's Desire-Stimulating Model
organization by topic
it is most useful when the message you want to convey convers several topics or issues
organization by space
is a good choice when you want to compare your topic to some larger picture
organization by chronology
It works well when the essential message is best relayed by taking the audience through the issues in historical sequence or organizing by chronology so that it is sort of a narrative or story—both of which are very persuasive forms.
organization by stock issues
It is most useful for persuaders who are proposing a change in policy.
•The stock issues are: ̅The need for change, ̅A plan to solve the need, and ̅Your proof statements showing that the plan meets the need or removes the problem(s) you have raised and recognized.
five steps of organization by motivated sequence
The Attention step
The Need Step (rank's next slide)
rank's desire stimulating model
•Is based on the following strategies of convincing an audience that they need to:
1. Keep a good they already have
2. Obtain a good that they want
3. Avoid a bad that could happen
4. Get rid of a bad that they already have
forms of proof
narratives and anecdotes
comparison and contrast
wording your message
•Figures of Speech, Alliteration, and Assonance
who or what is delivering the message?
the persuader and the channel
common tactics of persuasion (Name 3)
•The Foot in the Door or Door in the Face
•The Yes-Yes Technique
•The Tactic of Asking Not "If" but "Which"
•A Question for a Question
•The Partial Commitment
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