BUS 270 CH 9-11 VERIFIED STUDY GUIDE
persuasion - Answers - the attempt to change an audience's attitudes, beliefs, or
actions.
demographics - Answers - the age, gender, occupation, income, education, and other
quantifiable characteristics of the people you are trying to persuade.
psychographics - Answers - personality, attitudes, lifestyle, and other psychological
characteristics.
motivation - Answers - the combination of forces that drive people to satisfy their needs.
basic psychological requirements - Answers - the needs for food, water, sleep, oxygen,
and other essentials
safety and security - Answers - the needs for protection from bodily harm, for the safety
of loved ones, and for financial security, protection of personal identity, career security,
protection of personal identity, career security, and other assurances
affiliation and belonging - Answers - the needs for companionship, acceptance, love,
popularity, and approval
power and control - Answers - the need to feel in control of situations or exert authority
over others.
achievement - Answers - the need to feel a sense of accomplishment- or to be admired
by others for accomplishments.
adventure and distraction - Answers - the needs for excitement and relief from daily
routine
knowledge, exploration, and understanding - Answers - the need to keep learning.
aesthetic appreciation - Answers - the desire to experience beauty, order, symmetry,
etc.
self-actualization - Answers - the need to "be all that one can be," to reach one's full
potential as a human being.
helping others - Answers - the need to believe that one is making a difference in the
lives of other people.
, attention - Answers - your first objective is to encourage your audience to want to hear
about your problem, idea, or new problem- whatever your main idea is. Be sure to find
some common ground on which to build your case.
interest - Answers - provide additional details that prompt audience members to imagine
how the solution might benefit them.
desire - Answers - help audience members embrace your idea by explaining how the
change will benefit them and answering potential objections.
action - Answers - suggest the specific action you want your audience to take. include a
deadline, when applicable.
AIDA model - Answers - attention, interest, desire, action
emotional appeal - Answers - calls on feelings or audience sympathies
logical appeal - Answers - logical support or reasoning
analogy - Answers - reasoning from specific evidence to specific evidence, in effect
"borrowing" from something familiar to explain something unfamiliar
induction - Answers - working from specific evidence to a general conclusion
deduction - Answers - working from a generalization to a specific conclusion
marketing messages - Answers - usher potential buyers through the purchasing process
without asking them to make an immediate decision
sales messages - Answers - take over at that point, encouraging potential buyers to
make a purchase decision then and there
selling points - Answers - most attractive features of a product
benefits - Answers - focus on what the user experiences or gains
informational reports - Answers - offer data, facts, feedback, and other types of
information without analysis or recommendations.
analytical reports - Answers - offer both information and analysis and can also include
recommendations.
proposals - Answers - present persuasive recommendations to internal or external
audiences, often involving investments or purchases.
persuasion - Answers - the attempt to change an audience's attitudes, beliefs, or
actions.
demographics - Answers - the age, gender, occupation, income, education, and other
quantifiable characteristics of the people you are trying to persuade.
psychographics - Answers - personality, attitudes, lifestyle, and other psychological
characteristics.
motivation - Answers - the combination of forces that drive people to satisfy their needs.
basic psychological requirements - Answers - the needs for food, water, sleep, oxygen,
and other essentials
safety and security - Answers - the needs for protection from bodily harm, for the safety
of loved ones, and for financial security, protection of personal identity, career security,
protection of personal identity, career security, and other assurances
affiliation and belonging - Answers - the needs for companionship, acceptance, love,
popularity, and approval
power and control - Answers - the need to feel in control of situations or exert authority
over others.
achievement - Answers - the need to feel a sense of accomplishment- or to be admired
by others for accomplishments.
adventure and distraction - Answers - the needs for excitement and relief from daily
routine
knowledge, exploration, and understanding - Answers - the need to keep learning.
aesthetic appreciation - Answers - the desire to experience beauty, order, symmetry,
etc.
self-actualization - Answers - the need to "be all that one can be," to reach one's full
potential as a human being.
helping others - Answers - the need to believe that one is making a difference in the
lives of other people.
, attention - Answers - your first objective is to encourage your audience to want to hear
about your problem, idea, or new problem- whatever your main idea is. Be sure to find
some common ground on which to build your case.
interest - Answers - provide additional details that prompt audience members to imagine
how the solution might benefit them.
desire - Answers - help audience members embrace your idea by explaining how the
change will benefit them and answering potential objections.
action - Answers - suggest the specific action you want your audience to take. include a
deadline, when applicable.
AIDA model - Answers - attention, interest, desire, action
emotional appeal - Answers - calls on feelings or audience sympathies
logical appeal - Answers - logical support or reasoning
analogy - Answers - reasoning from specific evidence to specific evidence, in effect
"borrowing" from something familiar to explain something unfamiliar
induction - Answers - working from specific evidence to a general conclusion
deduction - Answers - working from a generalization to a specific conclusion
marketing messages - Answers - usher potential buyers through the purchasing process
without asking them to make an immediate decision
sales messages - Answers - take over at that point, encouraging potential buyers to
make a purchase decision then and there
selling points - Answers - most attractive features of a product
benefits - Answers - focus on what the user experiences or gains
informational reports - Answers - offer data, facts, feedback, and other types of
information without analysis or recommendations.
analytical reports - Answers - offer both information and analysis and can also include
recommendations.
proposals - Answers - present persuasive recommendations to internal or external
audiences, often involving investments or purchases.
