Ch15 Persuasive presentationMARIA SUBERT

Defining Persuasive Presentation a message strategically designed to introduce change in the audience in some way consistent with your purpose

Goals

Your presentation should have immediate purpose and long-range goal

boomerang effect

If you ask for too much change you might face with boomerang effect

The audience likes you

and your message less

after your presentation

than they did before

Immediate goalsImmediate goals:

o Adoption: the listener start a new behavior as a result of your persuasive presentation

o Discontinuance: convincing listeners to stop some current behavior

Argument

Argument consist of a proposition that asserts some course of action concerning fact, policy or value

Evidence and proof

An evidence becomes proof it is perceived by your audience as proof.

Proof is evidence that the receiver believes.

Forms of proof

Ethos: source credibility

Pathos: emotional means

Logos: logical argument

Inductive and deductive arguments

Logos (logical argument) can be

o Inductive: starts with specific instances and makes an inferential leap to a generalization

o deductive: starts with general proposition and applies it to a specific instance to draw conclusion

RebuttalRebuttal: an argument against someone else’s position questioning the major premise, the application of the minor premise, and the meaning of conclusion

Fear appealFear appeal: eliciting fear to change behavior

Steps of Monroe Motivated sequence•Attention

•Need

•Satisfaction

•Visualization

•Actionhttps://www.youtube.com/watch?v=dy-DGG4ZWpE