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Digital Key Concepts Management 102 Professor Estenson Chapter 14 Persuasive Presentations.

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Presentation on theme: "Digital Key Concepts Management 102 Professor Estenson Chapter 14 Persuasive Presentations."— Presentation transcript:

1 Digital Key Concepts Management 102 Professor Estenson Chapter 14 Persuasive Presentations

2 Convince and bring to action

3 Your ability to persuade depends on the following: Logos- evidence and logic Ethos- credibility Pathos- meeting psychological needs of listeners Opinion- what do key people in audience think

4 Establishing Logos Assertion plus evidence plus source of evidence (works inside because of familiarity with evidence) Assertion plus evidence Assertion plus evidence, plus source plus qualifications of source. (Best method outside organization) Assertion plus first hand experience (works inside if you have credibility

5 Establishing Ethos (believable) Trustworthy (honesty, fairness, integrity) Competence (knowledge and experience) Dynamic (enthusiastic, vocal variety yet conversational) Objective Rank in organization

6 Persuasion Cialdini Reciprocity Commitment and consistency Social Proof (Power of the pack) Likeability Authority Scarcity of what is offered

7 Psychological Needs of Listeners Maslow Involvement of audience

8 Use guide in Hamilton Practice

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