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Journal articles on the topic 'Implicit persuasion'

Author: Grafiati

Published: 4 June 2021

Last updated: 1 February 2022

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1

Engelhardt, Ellen G., Arwen H. Pieterse, and Anne M. Stiggelbout. "Implicit persuasion in medical decision-making." Journal of Argumentation in Context 7, no. 2 (2018): 209–27. http://dx.doi.org/10.1075/jaic.18032.eng.

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Abstract If the arguments to support a recommendation are partly implicit, the free exchange of ideas between discussants can be hampered. In this paper, we will focus on the potential pitfall for clinicians when informing patients about treatment options: implicit persuasion. We will describe a set of implicitly persuasive behaviors observed during decision-making consultations, and reflect on how these behaviors could undermine efforts to stimulate patient participation in decision-making. We will also reflect on possible explanations for why clinicians exhibit such behaviors.

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Tucker Smith, Colin, and Jan De Houwer. "The Impact of Persuasive Messages on IAT Performance is Moderated by Source Attractiveness and Likeability." Social Psychology 45, no. 6 (2014): 437–48. http://dx.doi.org/10.1027/1864-9335/a000208.

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In two studies, participants read persuasive messages introduced by an attractive (Study 1) or likeable (Study 2) source before completing measures of implicit and explicit evaluations. The persuasive messages were in favor of an unfamiliar brand of facial soap (Study 1) and the implementation of comprehensive examinations at the participants’ university (Study 2). Results showed that persuasive messages had a stronger impact on an Implicit Association Test when the source was high in attractiveness or likeability (Study 1 and Study 2); responses on an Affect Misattribution Procedure, though i

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ROSKOS-EWOLDSEN, DAVID R. "Implicit Theories of Persuasion." Human Communication Research 24, no. 1 (1997): 31–63. http://dx.doi.org/10.1111/j.1468-2958.1997.tb00586.x.

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Lombardi Vallauri, Edoardo, Laura Baranzini, Doriana Cimmino, Federica Cominetti, Claudia Coppola, and Giorgia Mannaioli. "Implicit argumentation and persuasion." Journal of Argumentation in Context 9, no. 1 (2020): 95–123. http://dx.doi.org/10.1075/jaic.00009.lom.

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Abstract The paper provides evidence that linguistic strategies based on the implicit encoding of information are effective means of deceptive argumentation and manipulation, as they can ease the acceptance of doubtful arguments by distracting addressees’ attention and by encouraging shallow processing of doubtful contents. The persuasive and manipulative functions of these rhetorical strategies are observed in commercial and political propaganda. Linguistic implicit strategies are divided into two main categories: the implicit encoding of content, mainly represented by implicatures and vague

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Kaptein, Maurits, Panos Markopoulos, Boris de Ruyter, and Emile Aarts. "Personalizing persuasive technologies: Explicit and implicit personalization using persuasion profiles." International Journal of Human-Computer Studies 77 (May 2015): 38–51. http://dx.doi.org/10.1016/j.ijhcs.2015.01.004.

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Horcajo, Javier, Pablo Briñol, and Richard E. Petty. "Consumer persuasion: Indirect change and implicit balance." Psychology and Marketing 27, no. 10 (2010): 938–63. http://dx.doi.org/10.1002/mar.20367.

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Cíbik, Lukáš. "Implicit persuasion of voters in the 2012 Slovak republic parliamentary elections." Slovak Journal of Political Sciences 16, no. 3 (2016): 221–43. http://dx.doi.org/10.1515/sjps-2016-0011.

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Abstract The aim of the article is to see the degree of implicit position and value correlation between the voters of particular political parties in Slovakia (SMER-SD, SaS, and SDKÚ-DS). The free association method is supposed to reveal implicit purposes of individual political issues, beliefs and values in the eyes of their voters. Social representations, public discourse and implicit purposes objectified and anchored in civil society by the political elites are obtained by the discrete association method. The focus is held on the importance of political discourse for the voters to take note

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Forrai, Gábor. "Clarifying our Ideas in Persuasion Dialogue." Informal Logic 36, no. 4 (2016): 473. http://dx.doi.org/10.22329/il.v36i4.4347.

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Persuasion dialogue sometimes helps us to clarify our ideas; this paper attempts to find out what clarification consists in. It criticizes Walton’s view, which explains clarification as making implicit commitments explicit and proposes a different approach according to which clarification consists in replacing narrowly individuated views with epistemically better ones which retain elements of the earlier views. It also argues that clarification so conceived is not one of the main goals of persuasion dialogue but rather an accidental even if welcome side effect.

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Kerr, Pauline L. "Diplomatic Persuasion: An Under-Investigated Process." Hague Journal of Diplomacy 5, no. 3 (2010): 235–61. http://dx.doi.org/10.1163/187119110x508512.

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AbstractThe under-investigation in diplomatic studies of processes of persuasion in explaining diplomatic outcomes needs to be addressed in the interests of better scholarly explanations and diplomatic practice. Although such processes are implicit in nearly all concepts and practice of diplomacy, neither scholars nor practitioners explicitly investigate them. Yet other related fields of study and disciplines examine persuasion and demonstrate its explanatory value. Drawing on this literature, but also bearing in mind the nature of outcomes that diplomatic studies seeks to understand, this art

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Vogel, Tobias, Florian Kutzner, Klaus Fiedler, and Peter Freytag. "Exploiting Attractiveness in Persuasion: Senders’ Implicit Theories About Receivers’ Processing Motivation." Personality and Social Psychology Bulletin 36, no. 6 (2010): 830–42. http://dx.doi.org/10.1177/0146167210371623.

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11

Goldin, Owen. "Pistis, Persuasion, and Logos in Aristotle." Elenchos 41, no. 1 (2020): 49–70. http://dx.doi.org/10.1515/elen-2020-0003.

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AbstractThe core sense of pistis as understood in Posterior Analytics, De Anima, and the Rhetoric is not that of a logical relation in which cognitively grasped propositions stand in respect to one another, but the result of an act of socially embedded interpersonal communication, a willing acceptance of guidance offered in respect to action. Even when pistis seems to have an exclusively epistemological sense, this focal meaning of pistis is implicit; to have pistis in a proposition is to willingly accept that proposition as a basis for some kind of activity (albeit possibly theoretical) as a

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Lewandowska-Tomaszczyk, Barbara, and Piotr Pęzik. "Emergent impoliteness and persuasive emotionality in Polish media discourses." Russian Journal of Linguistics 25, no. 3 (2021): 685–704. http://dx.doi.org/10.22363/2687-0088-2021-25-3-685-704.

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The focus of the paper is to identify and discuss cases of what we call emergent impoliteness and persuasive emotionality based on selected types of discourse strategies in Polish media which contribute to increasingly high negative emotionality in audiences and to the radicalization of language and attitudes when addressing political opponents. The role and function of emotional discourse are particularly foregrounded to identify its persuasive role in media discourses and beyond. Examples discussed are derived from current Polish media texts. The materials are collected from the large Polish

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WANG, QIAN. "From Divergence to Convergence: Towards Integration of Cognitive Linguistics and Critical Discourse Analysis in Political Discourse." Advances in Social Sciences Research Journal 6, no. 11 (2019): 401–11. http://dx.doi.org/10.14738/assrj.611.7442.

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The social turn of cognitive linguistics and cognitive turn of critical discourse analysis breed the opportunity for cognitive linguistics and critical discourse analysis to develop towards a more converging path that integrates both cognitive and social dimensions of language. As known, political discourse is intrinsically persuasive and always informs a power relation with attempts to achieve effectiveness of persuasion. This paper argues that both approaches (Cognitive Linguistics and CDA) are concerned with surfaced evidence of implicit ideologies hidden behind political discourse, so the

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Vilkelytė, Rūta Angelė. "Anti-alcohol advertisements. Persuasion techniques." Taikomoji kalbotyra, no. 8 (April 20, 2016): 72–106. http://dx.doi.org/10.15388/tk.2016.17507.

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This paper analyses anti-alcohol social advertisements. Assuming that in social advertising both linguistic and visual means of persuasion are used to provoke the addressee’s reaction, the author aims at determining the most dominating and effective linguistic and non-linguistic means of persuasion employed in social advertising. The methods of semiotic analysis and the qualitative target addressees’ interview are combined to achieve this aim. The semiotic analysis is used to determine visual and verbal means of persuasion used in social advertisements, while the qualitative interview is emplo

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Halmari, Helena. "On the language of the Clinton-Dole presidential campaign debates." Journal of Language and Politics 7, no. 2 (2008): 247–70. http://dx.doi.org/10.1075/jlp.7.2.04hal.

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This article investigates the rhetorical strategies deployed by President Clinton and Senator Dole during the 1996 presidential debates. Clinton resorted to implicit persuasion and audience-oriented rhetorical strategies, while Doles persuasion was more explicit, and he did not avoid the use of dispreferred strategies such as opening his answers with the discourse particle well. There were differences in the candidates use of personal pronouns: Dole used I, you, and they more, whereas Clinton employed the audience-inclusive we heavily. Clintons syntax and the content of his turns were coherent

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Yao, Qingjiang, Praphul Joshi, Chiung-Fang Chang, et al. "Advocating a New Approach to Governing Water, Energy, and Food Security: Testing the Effects of Message Inoculation and Conclusion Explicitness in the Case of the WEF Nexus." Journal of International Crisis and Risk Communication Research 1, no. 1 (2018): 111–34. http://dx.doi.org/10.30658/jicrcr.1.1.6.

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Message sidedness, including its later format inoculation, and conclusion explicitness have been identified by researchers as two prominent message factors that may influence advocating effects. Two-sided messages, which contain both supporting and opposing information about the issue, particularly those containing inoculation components that refute the negative side, are found to be more effective than one-sided messages. Messages with explicit conclusions are also found to be more persuasive than those that let the audience draw the conclusions themselves. This study tested the persuasion ef

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Desilva, David A. "What has Athens to Do with Patmos? Rhetorical Criticism of the Revelation of John (1980—2005)." Currents in Biblical Research 6, no. 2 (2008): 256–89. http://dx.doi.org/10.1177/1476993x07083629.

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While Revelation does not immediately recommend itself for analysis along the lines of Greek and Latin rhetoric, scholars have made considerable progress analyzing the persuasive strategies of Revelation from this methodological orientation. Energetic attention has been given to John's strategies for establishing authority for his message and deconstructing the authority of rival 'orators'. A number of articles have identified and analyzed implicit and explicit enthymemes in Revelation, the deployment of typical epideictic and deliberative topics, and the contributions of intertexture to ratio

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Green, Melanie C., and Jordan M. A. Carpenter. "Transporting into narrative worlds." Future of Scientific Studies in Literature 1, no. 1 (2011): 113–22. http://dx.doi.org/10.1075/ssol.1.1.12gre.

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“Transportation into a narrative world” refers to cognitive, emotional, and imagery engagement in a story (Green & Brock, 2000). Transportation has been studied as a mechanism of narrative persuasion; individuals who are transported into stories are more likely to change their attitudes and beliefs in the direction suggested by the story. The current paper highlights the challenges and benefits from the scientific study of literature, and outlines promising avenues for future research. These directions include a greater understanding of ways to evoke transportation, and a fuller exploratio

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Liebrecht, Christine, and Nicole van den Reek. "“Dit artikel is gesponsord”." Tijdschrift voor Taalbeheersing 43, no. 1 (2021): 3–33. http://dx.doi.org/10.5117/tvt2021.1.001.lieb.

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Abstract “This post is sponsored”. The interplay between sponsorship disclosure position, its wording, and brand prominence in blogs Research has repeatedly shown that disclosures in sponsored content activate people’s persuasion knowledge and consequently impact brand recall and brand attitude. However, prior research did not show clear effects of the wording and positioning of disclosures. Remarkably little research has been conducted to examine the interaction of both disclosure characteristics systematically. Furthermore, while brand prominence could well cause variations in the effects of

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Checkel, Jeffrey T. "Why Comply? Social Learning and European Identity Change." International Organization 55, no. 3 (2001): 553–88. http://dx.doi.org/10.1162/00208180152507551.

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Why do agents comply with the norms embedded in regimes and international institutions? Scholars have proposed two competing answers to this compliance puzzle, one rationalist, the other constructivist. Rationalists emphasize coercion, cost/benefit calculations, and material incentives; constructivists stress social learning, socialization, and social norms. Both schools, however, explain important aspects of compliance. To build a bridge between them, I examine the role of argumentative persuasion and social learning. This makes explicit the theory of social choice and interaction implicit in

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Ikeda, Sumiko Nishitani, Leila Cristina Silva, and Marcelo Saparas. "A relação metonímia-metáfora e a persuasão implícita em memes multimodais / The metonym-metaphor relationship and the implicit persuasion in multimodal memes." REVISTA DE ESTUDOS DA LINGUAGEM 28, no. 3 (2020): 1421. http://dx.doi.org/10.17851/2237-2083.28.3.1421-1459.

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Guilbeault, Douglas. "How politicians express different viewpoints in gesture and speech simultaneously." Cognitive Linguistics 28, no. 3 (2017): 417–47. http://dx.doi.org/10.1515/cog-2016-0086.

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AbstractPolitical speeches are a prime example of how discourse often requires speakers to convey multiple competing viewpoints, both their own and others’. Cognitive linguists have shown how, in speech, speakers express viewpoint through individual choices at the lexical and grammatical level. Recently, cognitive linguists have also shown that speakers express viewpoint using speech-accompanying gestures. To date, the study of viewpoint expression has focused on cases where speakers deliver the same viewpoint across modalities. By examining the persuasive uses of gesture in Obama’s A More Per

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Howland, Jacob. "Plato's Apology as Tragedy." Review of Politics 70, no. 4 (2008): 519–46. http://dx.doi.org/10.1017/s0034670508000752.

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AbstractIn this article, the work of the cultural historian Jean-Pierre Vernant and the philosophical anthropologist René Girard provides grounds for reflecting on Plato's adaptation of tragedy in the Apology, and in particular on Plato's implicit comparison of Socrates with the character of Oedipus in Sophocles' Oedipus Tyrannos. The Apology uses certain thematic and formal elements of tragedy – including systematic ambiguity, dramatic reversal and recognition, and the figure of a hero who is also a scapegoat – in order to expose the paradoxical combination of persuasion and compulsion at the

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Spengler, Benedikt, Jan Hofer, and Holger Busch. "Somebody hit the button! The implicit power motive and the frequency of verbal persuasion behavior in children." Motivation and Emotion 44, no. 5 (2020): 695–703. http://dx.doi.org/10.1007/s11031-020-09848-0.

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van Poppel, Lotte. "Commentary on “Implicit persuasion in medical decision-making: an overview of implicitly steering behaviors and a reflection on explanations for the use of implicitly steering behaviors”." Journal of Argumentation in Context 7, no. 2 (2018): 228–30. http://dx.doi.org/10.1075/jaic.18025.pop.

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Biber, Douglas, and Meixiu Zhang. "Expressing evaluation without grammatical stance: informational persuasion on the web." Corpora 13, no. 1 (2018): 97–123. http://dx.doi.org/10.3366/cor.2018.0137.

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Although ‘stance’ and ‘evaluation’ are closely related theoretical constructs, they have typically been analysed in fundamentally different ways. Stance is normally described in terms of explicit lexico-grammatical features. As a result, stance has been studied through corpus-based methods that result in generalisable descriptions of different registers. In contrast, evaluative language has been regarded as implicit and context-dependent. As a result, analyses of evaluative language have focussed on the connotations of particular words and phrases, or on detailed descriptions of particular tex

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Engelhardt, Ellen G., Arwen H. Pieterse, Anja van der Hout, et al. "Use of implicit persuasion in decision making about adjuvant cancer treatment: A potential barrier to shared decision making." European Journal of Cancer 66 (October 2016): 55–66. http://dx.doi.org/10.1016/j.ejca.2016.07.011.

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Schwartz, Joel. "Freud and Freedom of Speech." American Political Science Review 80, no. 4 (1986): 1227–48. http://dx.doi.org/10.1017/s0003055400185089.

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In this essay I develop a psychoanalytic defense of freedom of speech that is implicit in Freud's works, principally in his discussions of verbal slips and jokes. Freud argues that freedom of speech benefits people by providing a harmless outlet for aggression, suggesting that it is better to express aggression in words than in violent deeds or to repress it altogether. The psychoanalytic defense of free speech has affinities with various liberal defenses, but it is partial because apolitical; it emphasizes the emotional self-expression of speakers as opposed to the rational persuasion of list

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Penati, Beatrice. "Continuities and Novelties in Early Soviet Law-Making about Central Asian Water." Journal of the Economic and Social History of the Orient 62, no. 4 (2019): 674–730. http://dx.doi.org/10.1163/15685209-12341491.

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AbstractThis article analyses the drafting process and underlying principles of early Soviet legislation on water rights and taxation on water in Central Asia. While the new Bolshevik ideology provided an ideal justification to enact the State-centric, technocratic principles implicit in the Tsarist Turkestan “water law” of 1916, it took a very long time for the Soviet regime to produce a comprehensive legislation that would explicitly replace the local pre-existing customs which had survived in the colonial period. This is surprising especially in the light of the continuity in personnel in t

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Antonetti, Paolo, Benedetta Crisafulli, and Stan Maklan. "Too Good to Be True? Boundary Conditions to the Use of Downward Social Comparisons in Service Recovery." Journal of Service Research 21, no. 4 (2018): 438–55. http://dx.doi.org/10.1177/1094670518793534.

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Evidence shows that downward social comparisons (DSCs), messages delivered by frontline employees describing how service experiences turned out even worse for others, can reduce customers’ anger following a service failure. This study contributes to the literature on DSCs and service recovery by highlighting pitfalls associated with the use of these messages in service recovery and showing the conditions necessary for their effectiveness. Building on persuasion knowledge theory, we show that customers draw manipulative inferences about DSCs because of the perceived bias associated with the sou

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Kazhigalieva, G., G. Orynkhanova, and B. Karimova. "AXIOLOGICAL GUIDELINES FOR THE MODERNIZATION OF PUBLIC CONSCIOUSNESS IN THE KAZAKH MEDIA DISCOURSE: LINGUISTIC AND COGNITIVE ASPECT." BULLETIN Series of Philological Sciences 72, no. 2 (2020): 52–60. http://dx.doi.org/10.51889/2020-2.1728-7804.07.

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The article is devoted to the ideological concepts of "New" and "Unity", which represent the modernization processes in the country in the kazakh media and are focused on the transformation of public consciousness. The impact of these concepts, according to the authors of the article, is based on their value component,linguistic and cognitivemechanisms of verbalization of concepts are based on techniques that emphasize their axiological character. Methods of persuasion and emotional influence are used, such as: gradation use of the key lexeme; metaphorization; emphasis on the word (repeated us

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Muela-Molina, Clara, Salvador Perelló-Oliver, and Alfonso de-la-Quintana. "Dietary supplements’ endorsements. A content analysis of claims and appeals on Spanish radio." Communication & Society 33, no. 2 (2020): 79–90. http://dx.doi.org/10.15581/003.33.2.79-90.

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The aims of this study are to analyze the presence of endorsers in DS advertising on Spanish radio and the health-related product information of endorsements on full service Spanish radio. To this end, the content analysis of all radio spots broadcast throughout the year 2017 is conducted, deriving a corpus of 165 different radio spots belonging to the product category of dietary supplements, broadcast a total of 10,566 times. According to the Elaboration Likelihood Model, endorsers are a peripheral cue and increase advertising persuasion. The main results show that the most prevalent type of

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Park, Yookyung, and Youjae Yi. "When free gifts hurt the promoted product." European Journal of Marketing 53, no. 7 (2019): 1423–44. http://dx.doi.org/10.1108/ejm-11-2017-0904.

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Purpose The present study aims to demonstrate that providing a free gift upon purchase may induce consumers to devaluate the main product promoted with the offer. The mediating role of persuasion knowledge and the moderating role of consumer shopping orientation are also examined. Design/methodology/approach Three studies with between-subject designs are conducted to test the influence of product–gift fit on evaluations of the promoted product. Findings When a low-fit gift (vs a high-fit gift) is provided as a promotional offer, consumers’ evaluations of the promoted product are undermined. Th

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Masroor, Farzana, Muhammad Yousaf, Azhar Habib, and Ijaz Ali Khan. "‘Future Talk’ in Newspaper Editorials: Predictions and Their Role in Argumentative Discourse." International Journal of English Linguistics 10, no. 3 (2020): 115. http://dx.doi.org/10.5539/ijel.v10n3p115.

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Newspaper editorials are known for taking a stance while fulfilling their goals of persuading the audience. In this regard, making future predictions is a crucial strategy in the argument structure of editorials. They are considered as risky acts since they are meant to outline future course of action as well as outcomes of such actions for their audience. This research is focused on the analysis of the speech acts of predictions among newspaper editorials of Pakistani, American and Malaysian newspapers. The analysis is focused on the exploration of forms, force and occurrence of these acts. T

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Adeola, Akinola, and Imam Muhyideen. "Coinages and Slogans as Strategies for Identity Construction in the 2019 General Elections in Nigeria." International Journal of Linguistics and Translation Studies 1, no. 1 (2020): 1–15. http://dx.doi.org/10.36892/ijlts.v1i1.11.

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The study investigates how coinages and slogans are political conduits used strategically by individuals in constructing their identities in the 2019 general election political discourse in Nigeria. The study adopted Norman Fairclough and Ruth Wodak‘s Discourse-Historical analysis model of CDA, together with Clusivity theory and Halliday’s Systemic Functional Linguistics. Twenty four comments involving coinages and slogans that cut across popular subject areas of politics relating to the Nigerian 2019 general election between 2018 and 2019 are purposively sampled. Data for the study were retri

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Chatfield, Mark M. "Totalistic Programs for Youth." Journal of Extreme Anthropology 3, no. 2 (2019): 44–71. http://dx.doi.org/10.5617/jea.7015.

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Recent annual estimates suggest that in the United States, approximately 57,000 young people are placed by their parents into some type of residential treatment program. Parent – pay programs are exempt from federal safety standards and some states provide little or no regulatory oversight. Federal investigations revealed a nationwide pattern of institutional abuse across multiple facilities, and some professionals have noted ‘cruel and dangerous uses of thought reform techniques’ within such programs (U.S. House of Representatives 2007, 76). This article summarizes qualitative research based

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Veisland, Jørgen. "Eros and Ethics in Martin A. Hansen’s Novel The Liar." Interlitteraria 23, no. 1 (2018): 100–109. http://dx.doi.org/10.12697/il.2018.23.1.11.

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Seduction plays a dual role in Martin A. Hansen’s novel The Liar. Johannes Vig, the narrator/protagonist is prone to repeat a pattern of triangular erotic relationships while at the same time engaging in literary seduction. He hides and reveals the truth through a rhetoric of fiction that carries Kierkegaardian overtones. Johannes who is both teacher and preacher on an island off the mainland at some points approximates the Kierkegaardian category of the demonic, being afraid of opening up. Johannes is suffering from a Freudian compulsion to repeat threatening to bar him from the ethical metam

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Gagarin, Michael. "Did the Sophists Aim to Persuade?" Rhetorica 19, no. 3 (2001): 275–91. http://dx.doi.org/10.1525/rh.2001.19.3.275.

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Ever since Plato, the Sophists have been seen as teaching “the art of persuasion”, particularly the art (or skill) of persuasive speaking in the lawcourts and the assembly on which success in life depended. I argue that this view is mistaken. Although Gorgias describes logos as working to persuade Helen, he does not present persuasion as the goal of his own work, nor does any other Sophist see persuasion as the primary aim of his logoi. Most sophistic discourse was composed in the form of antilogies (pairs of opposed logoi), in which category I include works like Helen where the other side - t

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Borchers, Nils S., and Jens Woelke. "Epistemological and methodical challenges in the research on embedded advertising formats: A constructivist interjection." Communications 45, no. 3 (2020): 325–49. http://dx.doi.org/10.1515/commun-2019-0119.

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AbstractAdvertisers’ increasing use of embedded advertising formats makes it more difficult for consumers to identify persuasive intents in advertiser messages. However, only if consumers identify these intents and categorize messages as advertising, can they activate advertising-specific reception strategies which might result in lessened persuasion effects. The fact that consumers regularly miss persuasive intents in non-traditional advertising environments, we suggest in this article, carries epistemological and methodical implications. To better appreciate these implications, we argue for

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Astuti, Sri Puji. "Persuasi dalam Wacana Iklan." Nusa: Jurnal Ilmu Bahasa dan Sastra 12, no. 1 (2017): 38. http://dx.doi.org/10.14710/nusa.12.1.38-45.

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Advertisement is a marketing tool that helps selling goods, providing services, and ideas through certain way in the form of persuasive information. How the persuasion strategy used the advertiser in other to be able to draw attention of potential customers is discussed in this paper. This research data is in the form of advertising discourse. The data used in this study comes from the advertising discourse of online. In the data collection activities used was the observation method or refer method namely listening the use of language in the advertising discourse online. Data was selected acco

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Henderson, Greig. "Reading the Signs with Kenneth Burke." Literature of the Americas, no. 9 (2020): 60–80. http://dx.doi.org/10.22455/2541-7894-2020-9-60-80.

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Always attuned to the dialectical relationship between literary productions and their sociohistorical contexts, the writings of Kenneth Burke refuse to essentialize literary discourse by making it a unique kind of language. This article maintains that Burke’s theory of literature and language as symbolic action is capable of encompassing both these intrinsic and extrinsic aspects without being reducible to either of them. Dramatism is his name for the theory, and its strength derives from its recognition of the necessarily ambiguous transaction between the system of signs and the frame of refe

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Ku, Hsuan-Hsuan, and Mei-Ju Chen. "Promotional phrases as analogical questions: inferential fluency and persuasion." European Journal of Marketing 54, no. 4 (2020): 713–39. http://dx.doi.org/10.1108/ejm-02-2018-0129.

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Purpose As an alternative to straight rhetorical questions, questions using analogies that invite the reader to think about the frame of reference to answer the target have been used in advertising to persuade. This paper aims to investigate consumer responses to the use of analogical questions in ads for incrementally new products and the important variables moderating those responses. Design/methodology/approach Four between-subjects experiments examined how product evaluations in response to analogical questions differ from non-analogical variants as a function of consumers’ persuasion awar

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Macagno, Fabrizio, and Douglas Walton. "Persuasive Definitions: Values, Meanings and Implicit Disagreements." Informal Logic 28, no. 3 (2008): 203. http://dx.doi.org/10.22329/il.v28i3.594.

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The purpose of this paper is to inquire into the relationship between persuasive definition and common knowledge (propositions generally accepted and not subject to dispute in a discussion). We interpret the gap between common knowledge and persuasive definition (PD) in terms of potential disagreements: PDs are conceived as implicit arguments to win a potential conflict. Persuasive definitions are analyzed as arguments instantiating two argumentation schemes, argument from classification and argument from values, and presupposing a potential disagreement. The argumentative structure of PDs rev

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Macagno, Fabrizio. "How can metaphors communicate arguments?" Intercultural Pragmatics 17, no. 3 (2020): 335–63. http://dx.doi.org/10.1515/ip-2020-3004.

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AbstractMetaphors are considered as instruments crucial for persuasion. However, while many studies and works have focused on their emotive, communicative, and persuasive effects, the argumentative dimension that represents the core of their “persuasiveness” is almost neglected. This paper addresses the problem of explaining how metaphors can communicate arguments, and how it is possible to reconstruct and justify them. To this purpose, a distinction is drawn between the arguments that are communicated metaphorically and interpreted based on relevance considerations, and the ones that are trig

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Sidorov, Leonid. "Inspirational Concept of Scientific Management: Values and Ideals." Ideas and Ideals 13, no. 2-2 (2021): 284–302. http://dx.doi.org/10.17212/2075-0862-2021-13.2.2-284-302.

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The article discusses the philosophical problems of the technocratic, bureaucratic nature of modern scientific management, indifferent to the moral sense of man. The purpose of the article is to consider the foundations of the humanistic concept of scientific management as an incentive moral communication that inspires a person. The author introduces the concepts of ‘metaphysics of management’ and ‘inspirational management’. He also determines the main properties of inspirational scientific management: the moral nature of values and ideals, synergy, thought-sensory rationality, the unity of ex

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McCartney, Johnine, and Karen A. Berger. "The Persuasive Role of Implicit Product Reviewer Cues." International Journal of Technology, Knowledge, and Society 15, no. 3 (2019): 41–56. http://dx.doi.org/10.18848/1832-3669/cgp/v15i03/41-56.

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McCartney, Johnine, and Karen A. Berger. "The Persuasive Role of Implicit Product Reviewer Cues." International Journal of Technology, Knowledge, and Society 15, no. 3 (2019): 41–57. http://dx.doi.org/10.18848/1832-3669/cgp/v15i03/41-57.

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Manca, Sara, Gianmarco Altoè, P. Wesley Schultz, and Ferdinando Fornara. "The Persuasive Route to Sustainable Mobility: Elaboration Likelihood Model and Emotions predict Implicit Attitudes." Environment and Behavior 52, no. 8 (2019): 830–60. http://dx.doi.org/10.1177/0013916518820898.

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Persuasive communication campaigns are often used to promote proenvironmental actions, even though their effectiveness has been mixed. Previous research has tested cognitive-based models in explaining proenvironmental choice, but few studies have examined the potential impact of emotional dimensions. This experimental study tests the persuasive effect of argument quality, source expertise, and emotions on the implicit attitudes toward sustainable travel choices. This was a 2 × 2 × 2 between-subjects research design with an additional measured variable of involvement with the topic of sustainab

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Indrawati, NFN. "ANALISIS ELABORATION LIKELIHOOD MODEL DALAM KALIMAT PERSUASI KAMPANYE PRESIDEN 2019 DI FACEBOOK." UNDAS: Jurnal Hasil Penelitian Bahasa dan Sastra 15, no. 2 (2019): 175. http://dx.doi.org/10.26499/und.v15i2.1741.

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Facebook is a tool for effective and efficient persuasion with fast time and relatively inexpensive cost for campaigns. This research aims to reveal some types of sentence persuasion, through the elaboration analysis of likelihood model on Facebook This research uses qualitative content analysis methods. Qualitative content analysis is a systematic analysis to analyze the content of messages and to process messages that can not be separated from the interests of the message maker. The data the authors take in this study is data contained on Facebook from February to April 2019. The Data in thi

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Vallauri, Edoardo Lombardi, and Viviana Masia. "L’information implicite entre économie d’effort et esquive du jugement critique." Faits de Langues 50, no. 2 (2020): 113–35. http://dx.doi.org/10.1163/19589514-05002013.

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Abstract The implicit transmission of contents in a message is one of the most effective means of persuasive communication. In both commercial and political propaganda, discursive strategies such as presuppositions, implicatures and topicalisations (which we propose to recast as implicit communicative devices) are frequently used. This trend may hinge on the fact that these strategies conceal the actual communicative intention of the speaker (implicature) or his responsibility for the truth of the content conveyed (presuppositions and topicalisations). The paper proposes a reflection on the us

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