Monroe’s Motivated Sequence
Alan Monroe (1969) stated, “Although individuals may vary to some extent, research has shown that
most people seek consistency or balance among their cognitions. When confronted with a problem that
disturbs their normal orientation, they look for a solution; when they feel a want or need, they search
for a way to satisfy it. In short, when anything throws them into a condition of disorganization or
dissonance, they are motivated to adjust their cognitions or values, or to alter their behavior so as to
achieve a new state of balance” (pg. 42).
The Motivated Sequence derives its name from the fact that by following the normal processes of
human thinking it motivates an audience to respond affirmatively to the speaker’s purpose. The
sequence contains five distinct steps.
1. Attention (get the attention of your audience)
2. Need (describe the problem; demonstrate a need for change)
3. Satisfaction (present a practical and concise solution)
4. Visualization (allow your audience to picture the results)
5. Action (request immediate action from your audience)
1. The Attention Step. First and foremost, you need to gain the attention of your audience. In
order to gain favorable attention, one or more of the following are recommended (most of these are the
same techniques you would use in an informative speech introduction):
+ Relating to the audience
+ Showing importance of the topic
+ Making a startling statement
+ Arousing curiosity or suspense
+ Using a quotation relevant to your topic
+ Using an anecdote
+ Telling a dramatic story
+ Posing a question (maybe rhetorical)
+ Using visual aids for illustration
2. The Need Step. Now that you have the interest and attention of your audience, you must make
them feel a need for change. You need to show your audience that there is a serious problem or an
opportunity. It is important to state the need/opportunity clearly and to illustrate it with strong
supporting materials. One or more of the following are recommended:
+ Give a clear concise statement or description of the need or opportunity.
+ Provide one or more detailed examples, which illustrate the need.
+ Offer statistical data.
+ Share testimony and other form of support to show the extent of the need/opportunity.
In your need step, you will make a convincing demonstration of how the need/opportunity directly
affects your audience: their health, happiness, security, bottom line, or other interests. By the end of
this step, your listeners should be so concerned about the problem or interested in the opportunity that
they are psychologically primed to hear your recommendation.
Alan Monroe (1969) stated, “Although individuals may vary to some extent, research has shown that
most people seek consistency or balance among their cognitions. When confronted with a problem that
disturbs their normal orientation, they look for a solution; when they feel a want or need, they search
for a way to satisfy it. In short, when anything throws them into a condition of disorganization or
dissonance, they are motivated to adjust their cognitions or values, or to alter their behavior so as to
achieve a new state of balance” (pg. 42).
The Motivated Sequence derives its name from the fact that by following the normal processes of
human thinking it motivates an audience to respond affirmatively to the speaker’s purpose. The
sequence contains five distinct steps.
1. Attention (get the attention of your audience)
2. Need (describe the problem; demonstrate a need for change)
3. Satisfaction (present a practical and concise solution)
4. Visualization (allow your audience to picture the results)
5. Action (request immediate action from your audience)
1. The Attention Step. First and foremost, you need to gain the attention of your audience. In
order to gain favorable attention, one or more of the following are recommended (most of these are the
same techniques you would use in an informative speech introduction):
+ Relating to the audience
+ Showing importance of the topic
+ Making a startling statement
+ Arousing curiosity or suspense
+ Using a quotation relevant to your topic
+ Using an anecdote
+ Telling a dramatic story
+ Posing a question (maybe rhetorical)
+ Using visual aids for illustration
2. The Need Step. Now that you have the interest and attention of your audience, you must make
them feel a need for change. You need to show your audience that there is a serious problem or an
opportunity. It is important to state the need/opportunity clearly and to illustrate it with strong
supporting materials. One or more of the following are recommended:
+ Give a clear concise statement or description of the need or opportunity.
+ Provide one or more detailed examples, which illustrate the need.
+ Offer statistical data.
+ Share testimony and other form of support to show the extent of the need/opportunity.
In your need step, you will make a convincing demonstration of how the need/opportunity directly
affects your audience: their health, happiness, security, bottom line, or other interests. By the end of
this step, your listeners should be so concerned about the problem or interested in the opportunity that
they are psychologically primed to hear your recommendation.
