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"PERSUASION"
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How words make things happen
Sooner or later, our words take on meanings other than we intended. How Words Make Things Happen suggests that the conventional idea of persuasive rhetoric (which assumes a speaker's control of calculated effects) and the modern idea of literary autonomy (which assumes that 'poetry makes nothing happen') together have produced a misleading account of the relations between words and human action. Words do make things happen. But they cannot be counted on to produce the result they intend.0This volume studies examples from a range of speakers and writers and offers close readings of their words. Chapter 1 considers the theory of speech-acts propounded by J.L. Austin. 'Speakers Who Convince Themselves' is the subject of chapter 2, which interprets two soliloquies by Shakespeare's characters and two by Milton's Satan. The oratory of Burke and Lincoln come in for extended treatment in chapter 3, while chapter 4 looks at the rival tendencies of moral suasion and aestheticism in the0poetry of Yeats and Auden. The final chapter, a cause of controversy when first published in the London Review of Books, supports a policy of unrestricted free speech against contemporary proposals of censorship. Since we cannot know what our own words are going to do, we have no standing to justify the banishment of one set of words in favour of another.
Book
Persuasive technology : using computers to change what we think and do
Can computers change what you think and do?Can they motivate you to stop smoking, persuade you to buy insurance, or convince you to join the Army?\"Yes, they can,\" says Dr.B.J.Fogg, director of the Persuasive Technology Lab at Stanford University.
eBook
How to argue with a cat : a human's guide to the art of persuasion
An entertaining primer on rhetoric and argument teaches readers how to argue logically, use body language, master decorum, earn respect and loyalty, and learn how to recognize the right moment to make a move.
Book
La pratique discursive de Brice Clotaire Oligui Nguema à l’aune de la conquête d’une légitimité politique
Cette publication prend pour ancrage situationnel, l’allocution de Brice Clotaire OliguiNguema lors de son investiture comme Chef d’État du Gabon. Il s’agit d’interroger la construction d’un discours de légitimité mis en branle par ce sujet-énonciateur pour crédibiliser sa prise de pouvoir le 30 août 2023. Au niveau énonciatif, la pratique discursive du locuteur affiche une intention de persuasion d’une part, et de séduction d’autre part. La description d’une identité verbale oriente cette recherche. L’arrière-plan théorique se fonde sur une transdisciplinarité convoquant aussi bien la Pragmatique des interactions verbales, l’Analyse du discours et la Rhétorique.
Journal Article
Distant Publics
Urban sprawl is omnipresent in America and has left many citizens questioning their ability to stop it. InDistant Publics,Jenny Rice examines patterns of public discourse that have evolved in response to development in urban and suburban environments. Centering her study on Austin, Texas, Rice finds a city that has simultaneously celebrated and despised development.Rice outlines three distinct ways that the rhetoric of publics counteracts development: through injury claims, memory claims, and equivalence claims. In injury claims, rhetors frame themselves as victims in a dispute. Memory claims allow rhetors to anchor themselves to an older, deliberative space, rather than to a newly evolving one. Equivalence claims see the benefits on both sides of an issue, and here rhetors effectively become nonactors.Rice provides case studies of development disputes that place the reader in the middle of real-life controversies and evidence her theories of claims-based public rhetorics. She finds that these methods comprise the most common (though not exclusive) vernacular surrounding development and shows how each is often counterproductive to its own goals. Rice further demonstrates that these claims create a particular role or public subjectivity grounded in one's own feelings, which serves to distance publics from each other and the issues at hand.Rice argues that rhetoricians have a duty to transform current patterns of public development discourse so that all individuals may engage in matters of crisis. She articulates its sustainability as both a goal and future disciplinary challenge of rhetorical studies and offers tools and methodologies toward that end.
eBook
The Role of CSR in Crises: Integration of Situational Crisis Communication Theory and the Persuasion Knowledge Model
Despite widespread discussion of the impact of corporate social responsibility (CSR) activities on consumer perceptions, little research has examined how consumers cope with CSR-based crisis response messages as a bolstering strategy. To fill this gap, we propose a framework integrating situational crisis communication theory with the persuasion knowledge model, applying the model to an experiment with a 2 (topic knowledge - crisis type: accidental vs. intentional) × 2 (persuasion knowledge- CSR motives: intrinsic vs. extrinsic) × 2 (agent knowledge- CSR history: long vs. short) between-subjects factorial design. In Study 1, we found interaction effects between CSR motives and crisis type on word-of-mouth intention and purchase intention. In addition, inferences about CSR motives interacted with perceptions about CSR history on purchase intention. In Study 2, we replicated study 1 and found that crisis responsibility mediated the main effect of crisis type on behavioral intentions, but neither the main effect of CSR motives and CSR history nor the interactions effects among those variables were mediated by crisis responsibility. Our results indicate that consumer inferences from a company's CSR-based crisis communications play a significant role in increasing consumer behavioral intentions in two situations: when a crisis is accidental and when a CSR history is short. Ethical and theoretical implications are discussed.
Journal Article
PERSUASION OF A PRIVATELY INFORMED RECEIVER
We study persuasion mechanisms in linear environments. A receiver has a private type and chooses between two actions. A sender designs a persuasion mechanism or an experiment to disclose information about a payoff-relevant state. A persuasion mechanism conditions information disclosure on the receiver's report about his type, whereas an experiment discloses information independent of the receiver's type. We establish the equivalence of implementation by persuasion mechanisms and by experiments, and characterize optimal persuasion mechanisms.
Journal Article