Persuasive Strategies Research Articles

Persuasive Communication in Business Negotiations: Strategies and Techniques

In the realm of business negotiations, persuasive communication stands as a cornerstone for achieving favorable outcomes. It involves the strategic use of language, body language, and emotional intelligence to influence counterparts towards mutually beneficial agreements. Understanding the nuances of persuasive communication in this context is crucial for navigating the complexities of modern business interactions. This study aims to explore the strategies and techniques of persuasive communication in business negotiations, with a focus on understanding its underlying principles, practical applications, and impact on negotiation outcomes. Through a comprehensive review of existing literature, the study seeks to identify key trends, challenges, and opportunities in the field, providing insights for practitioners and researchers alike. The research methodology employed in this study is a thorough literature review conducted using NVivo, a qualitative analysis software. Relevant sources including books, academic journals, articles, and reports were collected and analyzed to gain insights into persuasive communication strategies in business negotiations. The data collected were systematically analyzed to identify recurring themes, patterns, and relationships, providing a rich understanding of the subject matter. The study findings reveal a myriad of persuasive communication strategies and techniques employed in business negotiations, ranging from linguistic tactics to nonverbal cues and emotional appeals. Key themes identified include the importance of building rapport, understanding counterpart motivations, and adapting communication approaches to suit diverse cultural contexts. The implications of this study extend to both practitioners and researchers in the field of business negotiations. Practitioners can gain valuable insights into effective communication strategies, enabling them to navigate negotiations with confidence and finesse.

Persuasive Communication Strategy in Creative Work Digital Marketing Agency

The pandemic period in recent years has made it difficult for business people and MSMEs to market their products. This is one of the reasons for the establishment of the digital agency Karya Creative. This research also focuses on how Karya Creative's persuasive communication strategy to attract prospective clients to entrust their brand and what are the factors that influence the success of persuasive communication by Karya Creative in attracting clients. In this research, researchers took an approach used in qualitative descriptive. In using qualitative descriptive type, where researchers describe or construct in-depth interviews of research subjects. The results of this study show the process of persuasive communication strategies applied in Creative Works, the elements and components of persuasive communication used, and what factors influence the success of persuasive communication of Creative Works. Researchers hope that this research can make a scientific contribution to communication science and be useful for students who pursue communication research. The advice obtained from this study is that persuasive communication must be given continuously to convince clients because it is the basis of the strength of marketing agencies in promoting. Then it is also important in building client trust, of course, we need to uphold an honesty or a transparent communication.

A PRAGMATIC ANALYSIS OF THE LANGUAGE OF SELLERS IN E-COMMERCE LIVE STREAMING

This qualitative study employs discourse analysis aimed at unveiling the speech acts, linguistic persuasion strategies and linguistic features employed in e- commerce live streaming. More so, this study utilizing thematic analysis aimed at exploring the emerging themes focused on the insights of e-commerce live streaming viewers on the linguistic persuasive strategies employed by streamers in e-commerce live streaming. Through purposive sampling, 15 videos of e-commerce live streaming served as the corpora of the study. Consequently, the study revealed that e-commerce live streamers employed different speech acts such as directive, assertive, commissive, expressive and declarative. The key findings of this qualitative study opened the door to a new line of inquiry into the persuasive strategies employed in e-commerce live streaming. KEYWORDS: Education, speech acts, linguistic persuasion strategies e-commerce live streaming, linguistic features, pragmatic, Philippines

STRATEGI KOMUNIKASI PERSUASIF KEPALA SEKOLAH DALAM MENCEGAH TAWURAN ANTAR PELAJAR MENENGAH KEGURUAN AL-WASHLIYAH 4 MEDAN

This research aims to investigate and analyze the persuasive communication strategies implemented by the School Principal in preventing student conflicts at Al-Washliyah 4 Vocational High School in Medan. Student conflicts are a significant issue within the school environment, requiring an effective approach to prevent and address conflicts among students. The research methodology employed is qualitative, involving interviews with the School Principal and direct observation of the implementation of persuasive communication strategies. Data analysis is conducted using a qualitative approach, focusing on the identification of persuasive elements applied and their impact on student behavior. The research results are expected to provide profound insights into the effectiveness of persuasive communication strategies in preventing student conflicts. The practical implications of this research can be used as a foundation for improving the strategies that have been implemented and contribute to the literature on persuasive communication strategies in an educational context. Therefore, this research is expected to make a positive contribution to conflict prevention efforts in the school environment and the overall enhancement of education quality.

STRATEGI KOMUNIKASI PARIWISATA PEMERINTAH KABUPATEN ACEH SELATAN DALAM MERAIH PREDIKAT DESTINASI KREATIF PADA OBJEK WISATA PULAU DUA TAHUN 2022

This research aims to investigate and analyze the persuasive communication strategies implemented by the School Principal in preventing student conflicts at Al-Washliyah 4 Vocational High School in Medan. Student conflicts are a significant issue within the school environment, requiring an effective approach to prevent and address conflicts among students. The research methodology employed is qualitative, involving interviews with the School Principal and direct observation of the implementation of persuasive communication strategies. Data analysis is conducted using a qualitative approach, focusing on the identification of persuasive elements applied and their impact on student behavior. The research results are expected to provide profound insights into the effectiveness of persuasive communication strategies in preventing student conflicts. The practical implications of this research can be used as a foundation for improving the strategies that have been implemented and contribute to the literature on persuasive communication strategies in an educational context. Therefore, this research is expected to make a positive contribution to conflict prevention efforts in the school environment and the overall enhancement of education quality.

Power, solidarity, and sajiao in dementia care

Abstract While scholars in the sociolinguistics of aging have shown that communication in eldercare is characterized by the predominance of infantilizing speech or elderspeak, sajiao, a self-infantilizing speech, has not been examined in this context. Further, current research on sajiao has focused primarily on young women. How sajiao is used in intergenerational communication involving adults and older adults is rarely examined. Drawing on two years of ethnography in two adult day centers in Taiwan, this paper examines the negotiation of power and solidarity through sajiao in dementia care. Sajiao is used for both task-oriented/transactional goals and interpersonal/relational goals and often serves multifunctional purposes to influence and to connect simultaneously. The intent and effect of sajiao as strategies of persuasion and influence (that is, power) and/or strategies of engagement and connection (that is, solidarity) is jointly constructed and negotiated. The multiple data sources of this longitudinal study—including ethnographic observations, interviews, and video-recordings—allow for richly contextualized interpretations of interactional episodes and reflective accounts, revealing a complex picture of power and solidarity negotiated through sajiao. This study contributes to research on eldercare communication by demonstrating the ambiguity and polysemy of discursive strategies in eldercare communication with regard to power and solidarity.

Persuasion in Social Speeches

The study of the political speeches has drawn the attention of scholars since its revelation up to the present day. Many scholars have attempted to study specific features of it. One of these features that has been at the core of interest is persuasion. This research was aimed to elaborate on the concept of persuasion in the political speeches and to find out the persuasive strategies used in the speeches of queen Rania (queen of the Hashemite kingdom of Jordan) The study has confined itself to three main objectives. These are discussing the concept of persuasion as manifested in the political speeches, Identifying the persuasive strategies used, and naming the most common and the least common ones. By using a model based on persuasive communication theory and other related concepts, researcher analyzed the data using quantitative-qualitative research method. The analysis started with a comprehensive reading of queen Rania speech and then identifying the tokens of persuasive strategies. The results were put in numerical form and discussed both quantitively and qualitatively. The study findings show that persuasion is one of the basic concepts in the political speeches due to the nature of this text which aimed at persuading people to follow the righteous course of action and belief. It is also found that all the persuasive strategies included in the model appeared in the text under study. Finally, the study revealed that metaphor is the most commonly used persuasive strategies while personification is the least.

Emotional agents enabled bilateral negotiation: Persuasion strategies generated by agents' affect infusion and preference

Agents with emotional intelligence can enhance negotiation outcomes by improving interaction and better understanding of human opponents in human–machine negotiation. This paper proposes a novel method to improve agents' emotional intelligence level by modeling emotion and preferences in negotiation. Emotion is modeled to reflect an agent’s enduring emotional state and its dynamically instantaneous response to the opponent’s proposals. Emotion-driven rules are subsequently constructed to generate persuasion strategies. Then, a two-step issue updating model which integrates persuasion strategies, attribute preference, and altruistic preference is established to generate optimal issue values using the simulated annealing algorithm. After that, the proposed model is validated by agent-agent experiments and human-agent experiments. The experimental results show that (1) the introduction of emotion and persuasion strategies enhances negotiation success, with joint utility rising by 11%, utility difference decreasing by 28%, and negotiation speed rising by 24%.; (2) the inclusion of preference reduce the utility difference and improve the negotiation fairness, with attribute preference and altruistic preference reducing utility difference by 12% and 18%, respectively; (3) the proposed model outperforms competing models in negotiation speed and joint utility, and ensures larger joint utility and minimizing differences even when opponent's preferences are unknown. The results imply that the proposed model is conducive to achieving a win–win human-agent negotiation outcome.

Persuasive Analysis on “Make Over” Advertisement Instagram Caption

This study discusses the persuasive techniques used in advertising women's beauty products on Instagram social media. This study examines "Persuasive Analysis of Instagram Caption Ads "Make Over". The purpose of this research is to find out the types of persuasive techniques and strategies used in advertising beauty products on Instagram. techniques used in advertising beauty products from beauty product accounts. The source of the data in this study came from the captions of several beauty product accounts on "Make Over". The descriptive method was used to analyze the data using Keraf's theory (2004). The data was obtained from 16 captions on the "Make Over" beauty product. From the results of the study it was concluded that the most frequently used suggestion technique, from the 16 collected data sheets it can be seen that the persuasive presentation techniques used in advertising beauty products are: rationalization 38%, identification 13%, suggestions. 18%, 13% conformity, 6% compensation, 6% displacement, and 6% projection. Then, the techniques most often used in advertising are rationalization techniques and suggestion techniques because they are easier for advertisers to reach and attract consumers' attention. It is suggested to future researchers with the same topic to apply several other persuasive theories and not only focus on one theory for research improvement. Keywords: Persuasive technique, Advertisment Make Over.

Communication Strategies to Promote COVID-19 Vaccination Intention: How Effective are Source, Appeal, Framing, and Evidence Type Approaches?

ABSTRACT This systematic review analyzed the effectiveness of key persuasive strategies – source, appeal, framing, and evidence (SAFE) – on COVID-19 vaccination intention. Quantitative studies were searched in Web of Science, Scopus, and PubMed following the PRISMA guidelines. From the 61 studies that met inclusion criteria, source and framing are the most commonly applied SAFE strategies. However, source characteristics are a more consistent influence on vaccine intentions than message framing strategies, with expert sources and general practitioners emerging as the key sources contributing to greater vaccine intentions. In addition, a range of mediators and moderators influence the process through which SAFE message strategies impact vaccine intentions. Framing effects, in particular, are moderated by political identity, source characteristics, and vaccine perceptions. Tests of mediating processes highlight how health behavior judgments (e.g. perceived vaccine benefits, risks, trust in vaccination, perceived severity) and message response/perceptions (e.g. counterarguing, perceived similarity/empathy) operate as key intervening factors between SAFE message strategies and vaccine intentions. Overall, when practitioners apply various structural approaches (narrative elements, fear appeals, framing cues) to vaccine promotion campaigns, they should be cognizant of who is providing that appeal. Targeted populations may benefit most from different structural elements if they are integrated with sources that resonate with the audience.

The Strategies of Persuasion in Political Discourse: A Comparative Analysis of the Political Speeches of Arab and Non-Arab Leaders During Covid-19 Pandemic

This paper investigated the persuasive methods in Arabic and non-Arabic political speeches during the beginning of Covid-19 pandemic, as well as the similarities and differences between Arab and non-Arab leaders in using persuasive strategies. Data of the study consisted of the political speeches which were concerned with the Covid-19 situation in six different countries of the world, released between March and August 2020. The data analysis examines persuasive methods in political speeches and analyze them using Aristotle's triangle (Rhetorical Triangle). The analysis revealed that persuasive strategies based on Aristotle’s theory (400 B.C) were applied in the six leaders’ political speeches during the beginning of Covid-19 pandemic. Moreover, the results indicated that the most frequently persuasive strategies used by the Arab leaders are pathos and ethos strategies. Of the three strategies, it could be observed that logos and ethos strategies were the most employed by non-Arab in their speeches.

Rhetoric as Media’s Persuasive Strategy Toward Readers in the Headline on Market Issues

Headline is intended to highlight the main point or category of the news article. They commonly attract readers using strong and emotive words and attention-grabbing vocabulary. This situation made journalists often manipulate the headline news to ensure its appeal and allure to the reader using some linguistic device. This research discussed the rhetoric on market issues in headline news of CNBC Indonesia and to examine the types of rhetoric used on market issues. Descriptive qualitative research is applied in this research. The data sources were headline news on market issues and taken from the website of CNBC Indonesia. There were 300 selected headlines in total around November 2022 – February 2023. In addition, documentation was employed in collecting the data. The data were analyzed by using Van Dijk’s Critical Discourse Analysis framework (2015). The findings showed that there are 25 types of rhetoric. It was identified that rhetoric was not limited to alliteration, rhyme, parallelism, hyperbole, understatement, metaphor, and metonymy (Van Dijk, 1991). Other rhetorical devices like personification and onomatopoeia were discovered in the headline. It was also found a headline incorporating two or more rhetoric, for instance, the combination of hyperbole and rhyme, which called as compound rhetoric.

Persuasion Strategies in Saudi Arabia Vision 2030 Document: A Critical Discourse Analysis Approach

By adopting a critical discourse analysis (CDA) approach, this paper explores the strategies of persuasion employed in the Saudi Arabia Vision 2030 document. More specifically, the paper attempts to identify the various persuasion strategies used in the document of the 2030 Vision, the way through which these persuasion strategies are linguistically manifested, and the different modes of persuasion used in the document. The primary research questions of this study are: first, what are the different modes of persuasion employed in the Saudi Arabia 2030 Vision? Second, what are the strategies of persuasion used in the document under investigation? Third, how are these strategies linguistically manifested in the document at hand? Findings reveal that there are five strategies that are highly representative as persuasion conduits in the Saudi Arabia 2030 Vision. These include lexical choices, the inclusive ‘we’, religionization, future promises, and compositional summarization. The five strategies accentuate the assumption that the process of persuasion is successfully communicated at the various levels of linguistic analysis: lexically, semantically, pragmatically, and stylistically.

Языковые средства создания негативного образа ископаемых энергоносителей в современном немецком медиадискурсе

The paper presents the results of a linguistic study of persuasive techniques based on German online media outlets publishing articles on the topics of energy, raw materials policy and economics. The aim of the study is to identify a persuasive strategy using which a negative image of fossil hydrocarbons is created in the modern German-language media discourse. The scientific novelty of the work lies in finding the main persuasive techniques that allow influencing public opinion on issues related to the extraction and use of fossil energy in the texts of the media discourse on raw materials. As a result of the study, the main persuasive techniques have been identified, which include the use of negatively charged epithets and metaphors based mainly on motivational components from the semantic fields “Wars”, “Catastrophes”, “Gambling”, as well as the employment of negatively charged precedent phenomena. In addition, the mechanism of the persuasive effect of these techniques has been investigated.

Verbalization of the emotional persuasive strategy in the English-language publishing hypertext

Verbalization of the emotional persuasive strategy in the English-language publishing hypertext

Willingness to reduce meat consumption among U.S. flexitarians: Sampling, segmentation, and judgmental latitudes

There is an urgent need to reduce meat consumption given the negative impacts industrial animal farming has on animals, the environment, and human health. Typically, much attention is paid to veg*nism as a solution. Yet an emerging persuasive strategy suggests encouraging widespread meat reduction among the growing segment of the population known as flexitarians. To succeed, such a strategy requires accurately characterizing both current dietary behavior and willingness to change. To explore this proposal, a survey of a representative sample of 1,000 U.S. adults was conducted in 2022 that accounted for age, sex, race/ethnicity, education, and residency distributions. Social Judgment Theory was utilized to inform the development of an ordered alternatives questionnaire that measured respondents’ willingness to reduce meat by considering their latitudes of acceptance, non-commitment, and rejection in relation to the number of days per week they would be willing to forego meat. A methodology for measuring dietary behavior is proposed that investigates the beliefs of both flexitarians (currently reducing meat) and future flexitarians (willing to reduce in the future). Findings indicate flexitarians comprise 38% of the population while future flexitarians comprise an additional 42%. Further, 90% of flexitarians express willingness to go without meat three days per week while 85% of future flexitarians indicate they would forego meat two days per week. Conclusions highlight the potential value of targeting meat reduction messaging to these two dietary groups since, together, they represent approximately 80% of the population.

StepsBooster-S: A Culturally Tailored Step-Based Persuasive Application for Promoting Physical Activity

An inactive lifestyle is associated with an increased risk of health problems. The combination of mobile step-trackers and persuasive strategies can be considered useful tools for encouraging physical activity. This paper presents the design, development, and evaluation of a culturally tailored persuasive app to motivate physical activity. For this research, we developed a step-tracking app, StepsBooster-S, that is tailored to be culturally appropriate for Saudi adults using the user-centred design approach. A 10-day in-the-wild study was conducted with 30 participants to evaluate the usability and effectiveness of the app using a mixed-methods approach. Results showed that StepsBooster-S is generally effective; however, it led to a highly significant increase in physical activity among the Saudis compared to Canadians. Our results also showed that the Saudi audience engaged more with the app, reported more positive experience from using the app, and enjoyed the collectivists-oriented features such as cooperation more than the Canadian audience. We conclude that persuasive health apps, especially those that are targeted at physical activity, are more effective if they are tailored to be culturally appropriate for the target audience. These findings reinforce the importance of cultural factors for designing technologies that motivate behaviour change.

Behavioural instruments in environmental law and policy: Potential and challenges

AbstractThe behavioural revolution in law and economics led to the insight that command‐and‐control and market‐based instruments have limitations in bringing about behavioural change. Environmental behavioural instruments use persuasive strategies or techniques rather than direct incentives to encourage environmentally responsible decision‐making. This article investigates the potential and challenges of behavioural instruments in environmental policy based on a survey of theories and examples concerning environmental behavioural instruments. Behavioural instruments can reduce the information costs of environmental regulation while increasing self‐efficacy for environmental compliance. More importantly, behavioural instruments can be cheap and effective by activating various norms in specific contexts. However, the behavioural approach, because of its focus on individual compliance, may not be well suited to address (transboundary) externalities. Behavioural instruments are especially important in generating positive externalities by appealing to social norms. Such mechanisms are, however, less suited to internalising negative externalities. The effects of behavioural instruments may not be easily guaranteed (in the long run), especially when the environmental goal of the behavioural approach clashes with private interests or fails to consider individual differences and contextual factors. We therefore argue that behavioural instruments should be included alongside standard regulatory tools, thus reaching an optimal mix between both.

Persuading others in different communication media: appeals to logic, authority and emotion

PurposeScholars of persuasion have long made a distinction between appeals to logic, emotion and authority- logos, ethos and pathos- but ideas developed to account for live face-to-face conversation processes must also be tested in new media. We aimed to test the effectiveness of these three strategies in one-to-one chats through different communication media.Design/methodology/approachWith a 3 × 3 × 2 between-subject factorial design, we tested these three strategies in one-to-one chats (female–female or male–male pairs) through three communication media: face-to-face, Skype video or Skype text. The persuasion scenario was adapted from prior studies in which students were presented with the idea of requiring a comprehensive exam as part of their degree. The participants were all undergraduate students of a major university in USA.FindingsOur results showed trivial differences between female–female and male–male conditions. The logos appeal worked best overall in persuading the participants to change their reported attitudes. Additionally, the explanations provided by the participants for their own opinions were most like the persuasion scripts in the logos condition compared to the other two appeal conditions. Separately, participants indicated some disapproval of the pathos appeal in the text-based chat condition, although this did not seem to make a difference in terms of actual attitude change.Research limitations/implicationsOne major limitation of our study is that our subjects are college students and therefore are not representative of Internet users in general. Future research should test these three types of persuasion strategies on people of diverse backgrounds. For example, while logos seems to be most effective strategy in persuading college students (at least in our study), pathos or ethos may be more effective when one attempts to persuade people of different backgrounds.Practical implicationsAlthough it is enough for a statistical test, our sample size is still relatively small due to constraints on time, personnel and funding. We also recognize that it is challenging both conceptually and empirically to compare the effectiveness of three persuasion strategies separately.Social implicationsOur findings suggest it is helpful to use fact-checking tools to combat disinformation in cases where users may not have sufficient domain knowledge or may not realize the need to identify or examine the given information. Additionally, it may require more effort to negate the impact of the disinformation spread than correcting the information, as some users may not only believe false information but also may start to reason in ways similar to those presented in the disinformation messages.Originality/valuePast studies on online persuasion have limitedly examined whether and how communication media and persuasion strategies interact in one-to-one persuasion sessions. Our experiment makes an attempt to close this gap by examining the persuasion process and outcome in three different communication media and with three different persuasion strategies.

Scammer Strategies and Social Actions in Online Filipino Transactions

As technology has developed newer and faster forms of communication, the internet has also become a convenient medium for scammers to interact with their targets. Since deception is understudied from a linguistic perspective, this paper investigated the persuasive strategies and linguistic markers of scammers and analyzed the social actions of both scammers and their targets—all of whom are users of the Filipino language. This qualitative study employed digital conversation analysis in analyzing ten conversations between scammers and their targets—all of which were failed scams. The results showed that scammers used emotion, credibility, and logic in persuading their targets. The following linguistic markers were found in their utterances: (1) pronouns that are personal, exclusive, inclusive, noncommittal, impersonal, and ambiguous; (2) negation used for denial, non-existence, refusal, discouragement, inability, loss, contrast, clarification, and correction; (3) emotion words expressing happiness, astonishment or amusement, worry, doubt or fear, shame, regret or inadequacy, and fondness, and lastly, (4) cognitive verbs indicating equivocation, and expression of knowledge or understanding. Furthermore, the social actions of the scammers and the targets were categorized into four sequences that generally involved certain actions: (1) pre-offer (asking about and providing details), (2) insert (expressing doubt and explaining), (3) offer (offering or asking for money/info, and rejecting), and (4) post-offer (insisting, showing aggression, or conceding and retaliating or interrogating). Although all conversations resulted in the targets’ rejection of the scammers’ offer, which undermines social solidarity, dispreference is seen as a beneficial response in conversations involving scams.