Search results for "persuasion"
showing 10 items of 86 documents
Closeness and distance through the agentive authorial voice
2020
Credibility is a function associated with promotional genres and persuasion, and a powerful marketing concept (Eisend, 2006; Ming, 2006) which provides trustworthiness about the quality of products or services offered by hotels (Suau-Jiménez, 2012a, 2019). It is partly attained through the hotel’s self-mentioning in websites. When this self-mentioning is agentive with action verbs, the main instantiation is the pronoun we, projecting closeness and assertiveness. However, this self-representation is also construed with depersonalized realizations like the hotel’s proper name, other nominalizations or even pronouns like it and they, which provide attenuating aspects and create a sense of dist…
Evaluation of Status as a Persuasive Tool in Spanish and American Pre-electoral Debates in Times of Crises
2018
The evaluative function of language is explored from the point of view of the expression of “status,” or how the world is presented, and its persuasive potential in pre-electoral debates in the US and Spain. The types of statements used in two comparable corpora in Spanish and English are examined using Hunston’s model (2000; 2008) for the evaluation of “status”—the degree of alignment of a proposition and the world—to discover similarities and differences between them. The results show that, in general, all politicians prefer to use statements that refer to the actual world—“world-reflecting statements” in Hunston’s classification—rather than “world-creating propositions” in an attempt to …
Coordinated Interpersonal Behaviour in Collective Dance Improvisation: The Aesthetics of Kinaesthetic Togetherness
2018
International audience; Collective dance improvisation (e.g., traditional and social dancing, contact improvisation) is a participatory, relational and embodied art form which eschews standard concepts in aesthetics. We present our ongoing research into the mechanisms underlying the lived experience of "togetherness" associated with such practices. Togetherness in collective dance improvisation is kinaesthetic (based on movement and its perception), and so can be simultaneously addressed from the perspective of the performers and the spectators, and be measured. We utilise these multiple levels of description: the first-person, phenomenological level of personal experiences, the third-perso…
Closeness and distance through the agentive authorial voice: construing credibility in promotional discourse.
2020
Credibility is a function associated with promotional genres and persuasion, and a powerful marketing concept (Eisend, 2006; Ming, 2006) which provides trustworthiness about the quality of products or services offered by hotels (Suau-Jiménez, 2012a, 2019). It is partly attained through the hotel‘s self-mentioning in websites. When this self-mentioning is agentive with action verbs, the main instantiation is the pronoun we, projecting closeness and assertiveness. However, this self-representation is also construed with depersonalized realizations like the hotel‘s proper name, other nominalizations or even pronouns like it and they, which provide attenuating aspects and create a sense of dist…
Exemplification and Exemplars, Effects of
2008
The term “exemplification effect” describes the influence of illustrating and aggregating case descriptions in media presentations on the recipients' perceptions of issues. Aggregating case descriptions emerges whenever media coverage presents any kind of generalizing claim about natural or social phenomena and an arbitrarily selected sample of single cases to illustrate the issue at hand. General claims (e.g., “growing poverty in society”) often are supported by presenting quantitative information (so-called “base-rate information”) about a large number of cases (e.g., statistics about poverty; Statistics, Descriptive). Keywords: Communication Reception and Effects; Persuasion and Social …
Linguaggio, Persuasione e Verità. La retorica nel novecento
2004
Il libro propone un'interpretazione delle principali teorie retoriche novecentesche mettendo in discussione la tradizione plurisecolare che, vedendo ben distinte (al limite, opposte) la funzione informativa e quella persuasiva del linguaggio, oppone la persuasione alla verità. Il superamento di questa opposizione può venire dalla retorica classica. Attraverso un viaggio tra le tappe del percorso di rinascita della retorica, si propone un'idea di retorica come luogo nel quale emerge l'intreccio, cruciale per la riflessione sulla natura umana, tra linguaggio, cognizione, desiderio e responsabilità.
Estrategias persuasivas en los anuncios de televenta
2013
Teleshopping spots represent a paradigmatic example of argumentative and perlocutionary discourse. In them, the creative adopts different strategies in order that the target feels irresistibly attracted by the object he advertises. In this paper we analyze all the elements that, because of their individual discoursive nature, but especially due to their mutual interaction, convert an apparently informative speech into an efficient tool of seduction. Los anuncios de televenta representan un ejemplo paradigmático de discurso argumentativo y perlocutivo. En ellos, el creativo adopta estrategias diferentes con el objetivo de que el interlocutor se sienta irresistiblemente atraído por el bien pu…
Imperatives in voice-overs in British TV commercials: ‘Get this, buy that, taste the other’
2014
Television commercials are often thought of as bothersome multimedia artefacts that by their very existence spoil our viewing pleasure at regular intervals. Not only that, but they seem to have the habit of ordering us around. This aspect of TV ads has often been commented on by experts and laypersons alike. Therefore, we decided to tackle this issue and look at the prototypical expression of directives, that is, imperatives in voice-overs in television commercials. To this end we have carried out an empirical analysis of imperatives in voice-overs in the MATVA corpus (Multimodal Analysis of TV Ads) which contains transcriptions of nearly 800 voice-overs in British TV ads recorded on six d…
Persuasive presuppositions in OECD and EU higher education policy documents
2008
The article analyses presuppositions in higher education policy documents of the OECD and the European Union from the point of view of their persuasiveness. Presuppositions set the assumed common ground, which in turn sets the frame of interpretation of texts. However, by presenting something as common ground, presuppositions also shape our views of the reality. Used in this way, presuppositions can be used to present contested views, which would be open to criticism if they were asserted explicitly. The analysis does not evaluate the actual success of persuasion, but rather how policy documents are construed in a persuasive way.
Positive self-evaluation versus negative other-evaluation in the political genre of pre-election debates.
2014
The present study explores the language of evaluation in a sub-genre of political discourse, pre-electoral debates, and its potential persuasive function for gaining voters via a contraposition of positive self-evaluation and negative evaluation of the other candidate. A further aim of this research is to check whether the candidate’s ideology has a bearing on the entities that get evaluated. After a brief examination of the characteristics of the sub-genre at hand, specifically in the Spanish context, we present the results of an evaluation analysis carried out in a corpus of 19,849 words, which is the extension of the most recent pre-electoral debate held in Spain between the candidates …