Chapter 10 a deliberate attempt to influence thought

Chapter 10 (a deliberate attempt to influence thought and behavior of others through the use of personal, psychological, and logical appeals)

Personal Proof • Competence • Integrity • Goodwill • Image • Credibility

Psychological Proof • Attitudes • Motives – Physical – Social • Specific Motive Appeals – – – Sex Security Approval Conformity Success Creativity

Logical Proof • Reasoning • Argumentation (a premise and conclusion) Deductive Reasoning vs. Inductive Reasoning GENERAL to SPECIFIC 3 step pattern, syllogism Major premise: KKK means trouble Minor premise: Mark is in KKK Conclusion: Mark is a troublemaker SPECIFIC to GENERAL Read Stats that show people with college degrees earn more So if I get a higher education, I too will earn more!

Other Forms of Reasoning • Reasoning by Comparison (literalfigurative) • Reasoning from Cause and Effect Unwarranted or hasty generalization Fallacies Errors in causal induction * post hoc (after this, therefore, because of this) * non sequitur (it does not follow) Ad Populum Red Herring Ad Hominem Begging the Question Ignoring the Question False Analogy Either/Or Fallacy

Types of Persuasive Speeches to Convince (American Indians Deserve Respect) Speeches to Reinforce (Robert Kennedy Eulogy) Speeches to Actuate