Persuasion Across Genres

CHAPTER 1 Persuasion across genres Emerging perspectives Tuija Virtanen
and Helena Halmari Persuasion has intrigued researchers since antiquity ; yet , it
is a topic which continues to have immense relevance in all human interaction .

Author: Helena Halmari

Publisher: John Benjamins Publishing

ISBN: 9789027253736

Category: Language Arts & Disciplines

Page: 257

View: 218

Persuasion, in its various linguistic forms, enters our lives daily. Politicians and the news media attempt to change or confirm our beliefs, while advertisers try to bend our tastes toward buying their products. Persuasion goes on in courtrooms, universities, and the business world. Persuasion pervades interpersonal relations in all social spheres, public and private. And persuasion reaches us via a large number of genres and their intricate interplay.This volume brings together nine chapters which investigate some of the typical genres of modern persuasion. Using both quantitative and qualitative methods, the authors explore the linguistic features of successful (and unsuccessful) persuasion and the reasons for the variation of persuasive choices as realized in various genres: business negotiations, judicial argumentation, political speech, advertising, newspaper editorials, and news writing. In the final chapter, the editors tie together the two themes — persuasion and genres — by proposing an Intergenre Model. This model assumes that a powerful force behind generic evolution is the perennial need for implicit persuasion.


In persuasion theory and research , the relevant mental state has most commonly
been characterized as an attitude ( and thus the concept of attitude receives
direct discussion later in this chapter ) . Descriptions of the relationship between ...

Author: Daniel J. O'Keefe

Publisher: SAGE

ISBN: 9780761925392

Category: Psychology

Page: 365

View: 719

This comprehensive text provides a thorough and critical treatment of persuasion theory and research from a social science perspective. Daniel J. O'Keefe includes a discussion of research on the production of persuasive messages as well as more traditional research on the study of message effects. The new edition contains more coverage of the theory of reasoned action, a new chapter on functional approaches to attitude, a new chapter on behavioral change, new material on persuasive campaigns, and updated research citations and examples.

Persuasion and Healing

Persuasion and Healing deals with an eternal theme but has a quintessentially
modern value , especially in its revised and expanded form . ” — from the
foreword by Norman Cousins This popular study of “ psychological healing ”
treats topics ...

Author: Jerome D. Frank

Publisher: JHU Press

ISBN: 9780801846366

Category: Psychology

Page: 343

View: 635

As they explore the power of "healing rhetoric"in these activities, the authors strengthen the ties among the various healing profession.


The author's last complete novel tells the story of young Anne elliot as she moves from the Somerset countryside to Lyme Regis and Bath.

Author: Jane Austen




Page: 290

View: 582

Persuasion in Practice

Kathleen Kelley Reardon. 5 Contemporary Theories and Models of Persuasion In
recent years a number of perspectives on persuasion have emerged that focus
on the reasoning ability of people during the course of persuasion . As described

Author: Kathleen Kelley Reardon

Publisher: SAGE

ISBN: 9780803933170

Category: Language Arts & Disciplines

Page: 233

View: 450

What is persuasion? How is it maintained? How is it practised and applied? Offering a unique blend of theory, research and application, this volume deftly answers these questions and helps debunk many of the myths surrounding this topic. The constructs, schemata, rules, illusions, attitudes and values of persuasion are explored and various contemporary theories are presented. In addition, the author examines persuasion as it is practised in a number of different settings, including politics, organizations and the mass media.

Persuasion in Advertising

1 Hierarchy of effects models I The elaboration likelihood model The persuasive
communication approach I Consistency theory Persuasive appeals are not
confined to creating associations suited to the target audience . This chapter
covers ...

Author: John O'Shaughnessy

Publisher: Psychology Press

ISBN: 9780415322232

Category: Business & Economics

Page: 220

View: 682

A practical and in-depth guide to the art of advertising persuasion, this book explains how advertising works and sets out strategies for advertisers to adopt, drawing on research, concepts and case examples from the US and Europe.

Persuasive Communication

The variety of goals and message characteristics apparent in these television
commercials is evidence of the large number of communicative options available
to people in everyday persuasive transactions . The diverse nature of this type of

Author: James Brian Stiff

Publisher: Guilford Press

ISBN: 9781572307025

Category: Language Arts & Disciplines

Page: 351

View: 952

This popular text provides a comprehensive introduction to the study of persuasive messages and their effects. Concepts and methods from communication and social psychology are seamlessly integrated to give students a solid grasp of foundational issues in persuasion research, the core features of persuasive transactions, and major models of persuasive communication. Distinguished by its clear organization and wealth of concrete examples, this is an ideal text for advanced undergraduate- and graduate-level courses for students with a basic understanding of quantitative research methods.

The Persuasion Handbook

Developments in Theory and Practice James Price Dillard, Michael Pfau Michael
William Pfau. The Elaboration Likelihood Model Its Impact on Persuasion Theory
and Research result from elaborative processing ( Chaiken , processing ( Petty.

Author: James Price Dillard

Publisher: SAGE

ISBN: 9780761920069

Category: Philosophy

Page: 874

View: 334

Vienna, 1909. When the celebrated actor Eugen Bischoff is found dead in his garden pavilion, suspicion falls immediately on Baron von Yosch, a well-to-do army officer who was once the lover of the dead man s wife. By all appearances the door was locked from the inside when the two shots rang out the actor took his own life, but someone, or something, drove him to it. The baron sets out to learn all he can about the actor s death in order to clear his name. Meanwhile, within a few days, similar apparent suicides are reported. What started out as a straightforward quest to establish Bischoff s last deeds and discover the truth of his death becomes a search through the ages for an invisible enemy identified only by the actor s dying breath, when he whispered: . . . the Day of Judgment. Leo Perutz combines his hallmark blend of suspense and the fantastic in this spine-tingling mystery.

Persuasion IQ

Persuasion. Resistance. Ten Common Obstacles That Limit Your Persuasion
Success. T. he worst time to learn a persuasion skill is when you need it.
Persuasion must be mastered before it is needed, or the opportunity is lost
forever. In all the ...

Author: Kurt Mortensen

Publisher: AMACOM

ISBN: 9780814410257

Category: Business & Economics

Page: 336

View: 206

Do you realize how much your professional success, your income, and even your personal relationships depend on your ability to persuade, influence, and motivate other people? Yet many of us continue to use outdated techniques for convincing others...or worse yet, have no technique at all. Kurt Mortensen, through his Persuasion Institute, has sought out and studied the world's top persuaders, and with his specially formulated Persuasion I.Q. assessment-the most comprehensive persuasion resource available today-he lets readers in on the essential habits, traits, and behaviors necessary to cultivate their natural persuasive abilities. Concentrating on the 10 major Persuasion I.Q. skills, the book allows readers to determine their own current Persuasion I.Q., helping them to identify their strengths and weaknesses, and starting them down a path to enormous success and wealth. The book reveals powerful techniques that will enable them to: * read people quickly * create instant trust * get others to take immediate action * close more sales * win over clients * accelerate business success * earn what they're really worth * influence others to accept their points of view * win negotiations * enhance relationships * and-most important-hear the magical word "yes" more often! Whether you are selling a product, presenting an idea, or asking for a raise, persuasion is the magic ingredient. This powerful, life-changing book will transform anyone into a persuasion genius.

Visual Persuasion

Author: Paul Messaris

Publisher: SAGE

ISBN: 9780803972469

Category: Business & Economics

Page: 297

View: 433

The pictures in television commercials, magazine advertisements and other forms of advertising often convey meanings that cannot be expressed as well, or at all, through words or music. Visual Persuasion is an exploration of the uniquely visual aspects of advertising. Because of the implicit nature of visual argumentation and the relative lack of social accountability which images enjoy in comparison with words, pictures can be used to make advertising claims that would be unacceptable if spelled out verbally. Taking this as a starting point, Paul Messaris analyzes a variety of commercial, political and social issue advertisements. He also discusses the role of images in cross-cultural advertising.

The Power of Persuasion

Another second-order task is to distinguish between persuasion and exploitation.
Most all social interaction is, in a sense, persuasion; and all persuasion is, by its
very definition, manipulative. But whereas some persuasion is meant to exploit, ...

Author: Robert Levine

Publisher: John Wiley & Sons

ISBN: 0471266345

Category: Psychology

Page: 278

View: 694

Looks at the power of effective persuasion, describing the mindset and tactics of persuasion professionals and detailing ways to protect oneself from becoming a victim of manipulation.

Propaganda and Persuasion

... interested in the study of propaganda; however, we come to this interest from
the perspectives of different academic disciplines: Professor Jowett from that of
communication history and Professor O'Donnell from persuasion and rhetoric.

Author: Garth Jowett

Publisher: SAGE

ISBN: 9781412908979

Category: Language Arts & Disciplines

Page: 422

View: 392

This edition contains revised and updated persuasion and propaganda theories and recent studies. The coverage of theory is expanded as is the discussion on the global war against terrorism, US attempts to "sell" itself to the Arab countries, and the question of ideological propaganda in a polarized mass media system. The authors incorporate examples from Jihad and US propaganda after September 11, 2001, and include new as well as revised case studies.

Military Persuasion in War and Policy

Military persuasion is the threat or use of armed force in order to obtain desired
political or military goals. It is basically a psychological strategy intended to
influence the decisions of other parties without necessarily having to destroy their

Author: Stephen J. Cimbala

Publisher: Greenwood Publishing Group

ISBN: 9780275978037

Category: History

Page: 270

View: 433

Cimbala analyzes "military persuasion"--the art of using armed force to support diplomacy, deterrence, crisis management, unconventional conflicts, peace operations, and other military activities short of major conventional war. As he shows, it calls for new methods and mind sets in diplomacy and in military operations. It also requires a U.S. public more tolerant of ambiguity and half measures, including the cutting of losses when necessary.

Persuasion Jane Austen

Persuasion. and. the. minor. works. Persuasion. is Jane Austen's last completed
novel. It was written between 8 August 1815 and 6 August 1816. The last three
weeks of this period were probably devoted to revising the ending. The two final ...

Author: Jesse Zuba

Publisher: Infobase Publishing

ISBN: 143811415X


Page: 294

View: 988

Presents a series of critical essays discussing the structure, themes, and subject matter of Jane Austin's novel of a young woman who is persuaded not to marry by her godmother.

Saving Persuasion

Persuasion. In democracies, quiet people rarely enter politics. Democratic
political life is dominated for the most part by people who like to talk. Of course,
there are exceptions, a few politicians who defy this expectation and build a
reputation ...

Author: Bryan Garsten

Publisher: Harvard University Press

ISBN: 0674037510

Category: Political Science

Page: 290

View: 768

In Saving Persuasion, Bryan Garsten uncovers the early modern origins of today's suspicious attitude toward rhetoric and seeks to loosen its grip on contemporary political theory. He argues that the artful practice of persuasion ought to be viewed as a crucial part of democratic politics. Against theorists who advocate a rationalized ideal of deliberation aimed at consensus, Garsten argues that a controversial politics of partiality and passion can produce a more engaged and more deliberative kind of democratic discourse.

Persuasion in Greek Tragedy

Author: R. G. A. Buxton

Publisher: Cambridge University Press

ISBN: 0521241804

Category: History

Page: 247

View: 639

In this study, R. G. A. Buxton examines the Greek concept of peitho (persuasion) before analysing plays by Aischylos, Sophokles and Euripides.


... persuading themselves. 5. Reinforce the idea often and present them with
situations where the idea is accurate and true. 6. Give them proof, let them
sample your product or service, or show them testimonials of others who have
had their ...

Author: Dave Lakhani

Publisher: John Wiley & Sons

ISBN: 9781118040492

Category: Business & Economics

Page: 256

View: 108

Praise for persuasion the art of getting what you want "Dave has exposed the secrets of the most powerful persuaders in the world. This book is a step-by-step guide to changing minds and deeply influencing people in person, in print, on the air, or anyplace else you need to persuade. This book makes persuasion so easy and predictable that it may be the most dangerous persuasion book ever written . . . especially if it ends up in the hands of your competition." —Mike Litman, CEO, Connect To Success, Inc. and coauthor of Conversations with Millionaires "Dave Lakhani tells you everything you've just got to know about persuasion in this book. It is written provocatively, yet clearly. And it is sure to open your mind while enriching your bank account. I highly recommend it. Fasten your seatbelt when you read it. It takes you on a thrilling ride!" —Jay Conrad Levinson, "The Father of Guerrilla Marketing" and author of the Guerrilla Marketing series of books "Dave Lakhani understands persuasion like few do and is able to break the process down so anyone can understand and use it. I highly recommend this book to anyone who hopes to improve their ability to sell, market, advertise, or negotiate." —Chet Holmes, Fortune 500 superstrategist and author of the Mega Marketing, Business Growth Masters, and Guerrilla Marketing Meets Karate Master sales programs "Man, talk about persuasive. Dave convinced me to read and review his book, and I don't even like the guy." —Blaine Parker, author of Million-Dollar Mortgage Radio "Too few books actually put into practice what they promote. Dave Lakhani breaks the mold with this satisfying, powerful read." —John Klymshyn, author of Move the Sale Forward

Politics Persuasion and Pragmatism

Since Politics , Persuasion , and Pragmatism is about novels of feminist utopian
persuasion , I have sketched out what I mean by “ utopian ” and “ persuasion , ”
especially in novels , and now turn to what I mean by " feminist , ” the particular ...

Author: Ellen Susan Peel

Publisher: Ohio State University Press

ISBN: 9780814209103

Category: Literary Criticism

Page: 227

View: 761

An addition to the Theory and Interpretation of Narrative series, Peel's book addresses how feminist utopian narratives attempt to persuade readers to adopt certain beliefs. Using three feminist utopian novels as her main examples, The Marriages between Zones Three, Four, and Five by Doris Lessing; The Left Hand of Darkness by Ursula K. Le Guin; and Les Guérillères by Monique Wittig, Peel examines how belief-bridging and protean metaphor in these works persuade readers. Literary persuasion, often dismissed as propaganda, in fact works in subtle and profound ways. The book presents major techniques by which narrative literature exercises this sophisticated influence on beliefs. Ultimately concluding that the pragmatic works better than the static in utopian feminism, Peel shows how, in novels such as those under discussion, the narrative techniques support pragmatism. Inquiring how narrative form can shape political belief by affecting readers' responses, the author integrates topics that are rarely combined. The book investigates three theoretical issues: utopian belief, distinguishing the perfectionism of the static from the vitality of the pragmatic and showing how the latter creates narrative energy; the persuasive process, tracing narrative form and asking how implied readers match real ones and how readers are swayed by belief-bridging and protean metaphor; and feminist belief, a nuanced definition that accounts both for what links feminists and what makes them diverse. Politics, Persuasion, and Pragmatism explores the rhetorical and ethical power of narrative literature.

With what Persuasion

... prevents the conclusion that Helen . . . , against her will , might have come
under the influence of speech , just as if ravished by the force of the mighty ? For
it is possible to see how the force of persuasion prevails ; persuasion has the
form ...

Author: Scott Forrest Crider

Publisher: Peter Lang

ISBN: 9781433103124

Category: Literary Criticism

Page: 210

View: 744

Although there are a number of book-length studies of rhetoric in Shakespeare's plays, With What Persuasion discerns a distinctly Shakespearean ethics of the art of rhetoric in them. In this interdisciplinary book, Scott F. Crider draws upon the Aristotelian traditions of poetics, rhetoric, and ethics to show how Shakespeare addresses fundamental ethical questions that arise during the public and private rhetorical situations Shakespeare represents in his plays. Informed by the Greek, Roman, and English poetic and rhetorical traditions, With What Persuasion offers close readings of a selection of plays - Hamlet, Julius Caesar, Henry the 5th, All's Well That Ends Well, Othello, Measure for Measure, and The Winter's Tale - to answer universal questions about human speech and association, answers that refute a number of contemporary literary and rhetorical theory's assumptions about language and power. Crider argues that this Shakespearean ethics could assist us in our own historical moment as we in the liberal, multicultural West try to refound, without coercion, ethical principles to bind us to one another.

Beyond Persuasion

Persuasion. Compromise is persuasive, as is rapport. People often have difficulty
turning down favors, especially when gilded with a presidential touch. By
bargaining, the president may enhance his chances of effecting the policy
outcome he ...

Author: Matthew Robert Kerbel

Publisher: SUNY Press

ISBN: 9780791406939

Category: Political Science

Page: 214

View: 539

Beyond Persuasion is the first systematic, multi-administration study of presidential power and influence. Moving beyond Richard Neustadt's Presidential Power, this book offers a model of presidential power that incorporates personal bargaining effectiveness with the structural imperative of efficient White House organization. Drawing upon a systematic analysis of presidents from Johnson to Reagan, Kerbel finds common patterns of organizational structure and bargaining behavior in their successful domestic policy initiatives. The path to power is detailed through comparative insights on the Carter and Reagan administrations, which prove to be remarkably similar in critical respects despite popular perceptions to the contrary. Kerbel then considers the relative importance of presidential behavior to contextual factors beyond the president's control, offering insight into the way changes in economic and political conditions have hampered or improved recent presidential efforts, despite presidential attempts to organize and persuade. Analysis includes the first year of the Bush administration, and the possibilities for power in the contemporary presidency are discussed.