Chapter 11 NDSU Comm 110

Presenting Persuasive Messages

Today’s Agenda

Upcoming Dates Today – Chapter 11 and Chalk Talk assignment

Friday – Pick speaking days for persuasive presentation,

persuasive speech assignment, full class chalk talk

Monday – Critical thinking essay assignment, DUE: speech

topic, thesis, pattern.

Chalk Talk

Chapter 11

Chalk Talk

Impromptu

Draw a question when you get to class. 3

minutes to prepare. 1 minute speech.

Thesis: Today I’m going to tell you “then say

the question”

○ Important: Thesis, 2-3 main points, restate

thesis, clincher.

Persuasive Messages

Messages that influence an audience’s

choices by changing their responses

toward an ideas, issue, concept or

product

You are the target and sender

Be a competent consumer and producer

Inform/Persuasive reinforce each other

Inform vs. Persuasive

Types of Persuasive Speeches

Speech to inspire – influence listeners’ feelings or motivations (uplift) Ceremonial – graduation, rallies, etc.

Speech to convince – delivered with intent of influencing listeners’ beliefs or attitudes (change beliefs/attitudes) Not required to act.

Speech of action – given for purpose of influencing listeners’ behaviors and actions Change the beliefs or attitudes, plus act on

them

Creating an Effective Message

Be explicit

Use argument

Reasoning, evidence, support

Use testimonial evidence

Use specific numbers

Persuasive Content

Question of fact

Question of Value

Question of policy

Patterns for Persuasive

Presentations

Problem-Cause-Solution (p. 141)

Or Problem - Solution

Monroe’s Motivated Sequence (p. 144)

1. Capture Attn, 2. Describe a problem, 3. Present a Solution, 4. Visual

the Solution, 5. Request Action

Persuasive Strategy #1

Consistency persuades

Audience is more likely to change their

behavior if the suggested change is

consistent with their present beliefs,

attitudes, and values

Presenter promotes change by showing how

the promoted activity is consistent with the

audience’s past behavior

Example

Persuasive Strategy #2

Small, Gradual Changes

Audiences are more likely to alter their

behavior if the suggested change will require

small, gradual changes rather than major,

abrupt changes

Boomerang effect – When the presenter

asks for too much change, too soon, the

audience likes the presenter and the

proposal less after the presentation

Example

Persuasive Strategy #3

Benefit Analysis

Audiences are more likely to change their

behavior if the suggested change will benefit

them more than it will cost them

Costs – time, money, commitment, energy,

skill

As a presenter, how can you reduce costs

so the audience will feel the costs are worth

the benefits?

Example

Persuasive Strategy #4

Needs Fulfillment

Audiences are more likely to change if the

change meets their needs

Examples

Review/Wrap-Up

Monday

Critical Thinking Essay

DUE:

○ Persuasive Speech

Topic

Thesis

Pattern