Glossary

a persuasive appeal which encourages someone to take an immediate action

a persuasive position that argues for something that is or will be

a persuasive appeal that takes a subjective position based on what should (or should not) be valued

an element of the professional competency, which refers to your ability to present yourself without mistakes, sloppiness, or other detractors

a type of manipulation in which an unethical influencer presents selective evidence instead of representative evidence

a debatable statement that you attempt to make other people accept or understand (same as "point")

grouping items into categories based on shared characteristics

a broad category of unethical influence techniques that use power to limit or eliminate the receiver's decision-making agency

an element of the professional competency, which refers to the ability to conform to professional expectations and standards (format, style, etc.)

a component of the professional competency, which refers to your ability to adhere to standards of etiquette, to behave civilly, and to demonstrate tact and emotional control

a broad category of unethical influence techniques that use false claims and evidence to induce agreement

the material used to support the probable truth of claims

experienced decision-makers who have developed and use schemas for decision making

a type of deception in which an unethical influencer manufactures false evidence that is presented as true

a type of deception in which an unethical influencer says something patently untrue

a function in business of determining who or what gets in and who or what is kept out

one of three meanings carried by a message; it concerns a sense of who someone is and how he or she is perceived by others

one of three meanings carried by a message; it is the purpose or use of a message and what should be accomplished as a result of communicating

a type of coercion in which an unethical influencer induces agreement by exploiting the receiver's vulnerabilties

a broad category of unethical influence techniques that distort the truth to induce agreement

a type of manipulation in which an unethical influencer presents information in an unclear way so receivers have a difficult time verifying the truth

a less experienced decision-maker who tends to rely on emotion, intuition, and/or passive information seeking to make a decision

a type of deception in which an unethical influencer intentionally excludes relevant negative information

a persuasive message strategy that combines an instrumental goal and a broad persuasive message type

using similar words, parts of speech, verb forms, or other elements to create cohesion

the act of motivating a receiver through communication to change a particular belief or behavior

see "claim"

the likely truth, credibility, and believability of a claim

a type of coercion in which an unethical influencer offers to give something of value in exchange for agreement

a specific person or group of people to whom a message is directed and who can act upon the message

a persuasive position that involves directly advocating for (or against) a formal course of action

one of three meanings carried by a message; it concerns the connection or relationship between two or more people or parties

the elements that characterize your relationship with the receiver; it includes power distance, familiarity, formality, and other indicators of relationship quality

a persuasive appeal which involves formally asking for a particular outcome

translating to "without serifs," it refers to any typeface or font face that does not have serifs

a mental checklist of the criteria used to make a particular decision

a small line or stroke that extends at the ends of letters or numbers. Sometimes serifs are described as "feet" of letters in certain typefaces

a theory developed by social psychologists Muzafer Sherif and Carl Hovland that explains attitude change processes

a type of coercion in which an unethical influencer states or implies an intention to follow-up with negative action if a decision-maker does not make the desired decision