1. Functions of Persuasive Presentations Reinforcement Refutation Promoting change Call to action

2. Resources for Persuasion Listener’s perspective Opinion Leaders Credibility

3. Components of Source Credibility Trustworthiness Competence Dynamism

4. Presenting Evidence Understood Sources Novelty Fear appeals/Threats of harm

5. Order Effects Climax order—Recency effect Anticlimax order–-primacy effect Pyramidal order

6. Presentation to Convince Goal: convince audience to support an organizational change By: 1. Impact/extent of the problem (PROOF) 2. Causes of the problem (PROOF) 3. Prescribe a specific solution 4. Convince them to take action

7. Presentation to Convince 5-7 minutes Maximum of 2 note cards (KEY WORDS) Minimum of 3 PowerPoint Slides Completed Outline Worksheet

8. Problem-Solution-Action Presentation to Convince

9. Components Introduction 1. Problem 2. Solution 3. Action Conclusion

10. Introduction Gain attention Establish Credibility Motivation Preview

11. Problem Step Explanation Causes Who is affected Evidence/proof Consequences

12. Solution Step Explanation Fit Benefit Workability

13. Action Explain action Appropriate? Ask for support

14. Conclusion Review Memorable close