CHAPTER SEVENTEEN
SPEAKING TO PERSUADE: MOTIVATING AUDIENCES
OBJECTIVES
After reading this chapter, students should be able to:
1. Develop strategies for motivating listeners;
3. Analyze a persuasive actuating speech;
4. Develop and outline a persuasive actuating speech using the motivated sequence.
Additional Skill Builder Exercises
3. Persuasive actuating speech. Ask students to select a topic and develop an outline for a
speech to actuate using the 5 steps of the motivated sequence.
4. Maslow’s Hierarchy. Have students select 5 magazine or newspaper ads that appeal to
5. The motivated sequence and advertising. Most TV, internet, and magazine ads use the
motivated sequence to sell products. Divide your class into several groups and have students
select two commercials or ads for discussion and analysis. Have them bring in a video copy of
the commercial or copy of the ad and present their analyses to the class. Have students answer
these questions:
a. Identify each step in the motivated sequence. Be specific.
b. Which commercial is more effective?
c. Do the commercials clearly target specific audiences?
d. Is the persuasive approach employed in the commercial effective?
e. Are any unethical tactics used?
6. Short- and long-term motivational appeals. Have students find an advertisement in a
7. Thesis writing for actuating speech. Have students develop thesis statements incorporating
the motivated sequence for the following topics:
a. raising funds for a local half-way house
b. urging Congress to pass national health insurance
c. asking state legislators to approve tax deductions for individuals who adopt
stray pets
d. persuading listeners to develop living wills
e. persuading the medical community to discontinue risky cosmetic surgery
InfoTrac/Library Database Exercise
Ask students to search in the May 15, 1998 issue of Vital Speeches for the article titled,
“Executive Eloquence: A Seven–fold Path to Inspirational leadership,” by Judith Humphrey.
After reading the speech, have them answer the following questions:
a. Identify and summarize the 7 steps Humphrey presents to motivate audiences.
b. What does the speaker mean when she refers to the “language of leadership”?
c. How does Humphrey suggest that leadership can be conveyed through a
speaker’s style of delivery?
Speech Builder Express
This chapter gives students the opportunity to develop online their persuasive actuating speeches
using the motivated sequence.