Knowing What Your Listeners Value and Appealing to Those Values

question 33

Multiple Choice

Knowing what your listeners value and appealing to those values is known in persuasion as

• A)self-actualization appeal.
• B)self-esteem appeal.
• C)negative motivation.
• D)positive motivation.

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Definitions:

Linguistic Intergroup Bias

Subtle and systematic differences in the language we use to describe events as a function of our group membership and the group to which the actor or target belongs.

Sociolinguistic Competence

Knowledge of the implicit rules for generating socially appropriate sentences that make sense because they fit the listeners’ social knowledge.

Speech Act Theory

The theory that verbal utterances both state something and do something.

Intentionalist Model

A theory that views communication as the exchange of communicative intentions and views messages transmitted as merely the means to this end.