‘Persuasion’ Defined in a Rhetorical Perspective
DOI:
https://doi.org/10.52610/rhs.v16i61.128Keywords:
definition of persuasion, definition of rhetoric, rhetorical scope, rhetorical theory, normative and descriptive differencesAbstract
The article focuses on the definition of persuasion
and how it relates to rhetorical theory. The investigation covers
four brief literature reviews on rhetoric, psychology, marketing
and economics in order to determine what is essentially and
necessarily persuasive and what is frequently conjoined. The
general finding is that rhetorical theory is the means of persuasion,
and persuasion may be defined in a narrow and a broad
way – both theoretically valid. The narrow definition is concerned
with changes of beliefs whereas the broad definition covers
desire, intentions of actions and outcomes as well. In general,
the aim of the article is to set out a definition of persuasion and
rhetoric that may alleviate some of the discussion within the
field.
References
Amadio, D. A. & Frith, C. D.: “Meeting of minds: the medial frontal cortex and social cognition”, Nature 7/2006, s. 268-277 DOI: https://doi.org/10.1038/nrn1884
Bandura, A., Grusec, J. E. & Menlove, F. L.: “Vicarious Extinction of Avoidance Behavior”, Journal of Personality and Social Psychology 5/1967, s. 16-23 DOI: https://doi.org/10.1037/h0024182
Bandura, A. & Menlove, F. L.: “Factors determing Vicarious Excinction of Avoidance Behavior Through Symbolic Modelling”, Journal of Personality and Social Psychology 8/1968, s. 99-108 DOI: https://doi.org/10.1037/h0025260
Bell, J. & Machover, M.: A Course in Mathematical Logic 4. udgave, Elsevier Science B. V., 1997
Black, E. “The Second Persona”, Quarterly Journal of Speech vol. 46 no. 2/1970: s. 109-119 DOI: https://doi.org/10.1080/00335637009382992
Burke, K.: A Rhetoric of Motives, University of California Press Ltd., London: England, 1969 [1950] DOI: https://doi.org/10.1525/9780520353237
Campbell, K. K. “Conventional Wisdom – Traditional Form: A Rejoinder”, Quarterly Journal of Speech, 84/1972, s. 451-454
Carston, R.: Thoughts and Utterances: The Pragmatics of Explicit Communication, Blackwell Publishing, 2002 DOI: https://doi.org/10.1002/9780470754603
Charland, M.: “Constitutive rhetoric: The case of Peuple Québécois”, Quarterly Journal of Speech 73/1987, s. 133-150 DOI: https://doi.org/10.1080/00335638709383799
Chater, N., Oaksford, M., Nakisa, R. & Redington, M.: ”Fast, frugal and rational: How rational norms explain behavior”, Organizational Behavior and Human Decision Processes 90/2003, s. 63-90 DOI: https://doi.org/10.1016/S0749-5978(02)00508-3
Cialdini, R. B.: Influence: The Psychology of persuasion, Collins Business, New York: NY, 2007
Conley, T. M.: Rhetoric in the European Tradition, The University of Chicago Press, Ltd., London, 1990
Cornelissen, J. P., Haslam, S. A. & Balmer, J. M. T.: “Social Identity, Organizational Identity and Corporate Identity: Towards an Integrated Understanding of Processes, Patternings and Products”, British Journal of Management 18/2007, s. 1-16 DOI: https://doi.org/10.1111/j.1467-8551.2007.00522.x
Costa, P.T. Jr. & McCrae, R.R.: ”Domains and Facets: Hierarchical Personality Assessment Using the Revised NEO Personality Inventory”, Journal of Personality Assessment 64 no. 1/1995, s. 21-50 DOI: https://doi.org/10.1207/s15327752jpa6401_2
Crawford, V. & Sobel, J.: “Strategic Information Transmission”, Economotrica 50 no. 6/1982, s. 1431-1451 DOI: https://doi.org/10.2307/1913390
Ehninger: “On systems of rhetoric”, Philosophy & Rhetoric 1 no. 3/1968, s. 131—144 DOI: https://doi.org/10.1080/02773946809390345
Fafner, J.: Retorik: Klassisk of moderne, Akademisk Forlag: København, 1977
Fafner, J.: Tanke og tale: Den retoriske tradition is Vesteuropa, C. A. Reitzels Forlag: København, 1982
Festinger, L. H., Riecken, H. W. & Schachter, S.: When Prophecy Fails, University of Minnesota Press: Minneapolis, 1956 DOI: https://doi.org/10.1037/10030-000
Fishbein, M.: “An investigation of the Relationships between Beliefs about an Object and the Attitude toward that Object”, Human Relations 16/1963, s. 233-239 DOI: https://doi.org/10.1177/001872676301600302
Foss, S. K.: Rhetorical Criticism: Exploration and Practice 3rd edition, Waveland Press, 2004
Frith, C. D.: “The social brain?”, Philosophical Transactions of the Royal Society 362/2007, s. 671-678 DOI: https://doi.org/10.1098/rstb.2006.2003
Frith, U. & Frith, C. D.: “Development and neuropsychology of mentalizing”, Philosophical Transactions of The Royal Society 358/2003, s. 459-473 DOI: https://doi.org/10.1098/rstb.2002.1218
Fuller, R. G. C. & Sheehy-Skeffinton, A.: “Effects of Group Laughter on Responses to Humorous Materials: A Replication and Extension”, Psychological Reports 35/1974, s. 531-534 DOI: https://doi.org/10.2466/pr0.1974.35.1.531
Grice, H. P.: Studies in the Way of Words, Harvard University Press, 1989
Gross, D. M.: The Secret History of Emotion: From Aristotle’s Rhetoric to Modern Brain Science, The University of Chicago Press, Chicago: USA, 2006 DOI: https://doi.org/10.7208/chicago/9780226309934.001.0001
Hill, F. “Conventional Wisdom – Traditional Form – The President’s Message of November 3, 1969”, Rhetoric Society Quarterly 84/1972a, s. 373-386 DOI: https://doi.org/10.1080/00335637209383136
Hill, F. “Reply to professor Campbell” Quarterly Journal of Speech, 84/1972b s. 454-460
Hofling, C. K., Brotzman, E., Dalrymple, S., Graves, N. & Pierce, C. M.: “An Experimental Study in Nurse-Physician Relationship”, Journal of Nervous & Mental Disease 143 no. 2/1966, s. 171-180 DOI: https://doi.org/10.1097/00005053-196608000-00008
Jesuino, J. C.: “Lost in Translation: From Influence to Persuasion”, Diogenes 55/2008, s. 107-119 DOI: https://doi.org/10.1177/0392192107087921
Jung, H. M.: “Strategic Information Transmission: Comment”, ikke publiceret artikel, 2009
Jørgensen, C., Kock, C. & Rørbech, L.: Retorik der flytter stemmer: Hvordan man overbeviser i offentlig debat, Retorikforlaget, 2011 DOI: https://doi.org/10.52610/QCUS5502
Jørgensen, C. & Villadsen, L. S.: (Red.) Retorik: Teori og Praksis, Samfundslitteratur, 2009
Kahneman, D. & Tversky, A.: “Choices, values and frames”, American Psychologist 39/1984, s. 341-350 DOI: https://doi.org/10.1037//0003-066X.39.4.341
Kennedy, G. A.: Classical Rhetoric and Its Christian and Secular Tradition From Ancient to Modern Times, Chapel Hill: University of North Carolina Press, 1980 DOI: https://doi.org/10.2307/1770910
Kock, C.: “Retorikkens identitet som videnskab og uddannelse”, Rhetorica Scandinavica 1/1997, s. 1-19
Kock, C.: “Retorikkens relevans”, ikke publiceret artikel, kan finds på internettet via http://www.staff.hum.ku.dk/kock/, 2002
Kruglanski, A. W. & Thompson, E. P.: “Persuasion by a Single Route: A View from the Unimodel, Psycholgical Inquiry 10 no. 2/1999, s. 83-109 DOI: https://doi.org/10.1207/S15327965PL100201
Laurens, S.: “Hidden Effects of Influence and Persuasion”, Diogenes 55/2008, s. 9-21 DOI: https://doi.org/10.1177/0392192107087914
McCroskey, J. C.: “Scales for the measurement of ethos”, Speech Monographs, 33 no. 1/1966, s. 65-72 DOI: https://doi.org/10.1080/03637756609375482
McCroskey, J. C.: “Ethos: A Dominant Factor in Rhetorical Communication”, i: An Introduction to Rhetorical Communication 7. udgave, Red. J. C. McCroskey, s. 87-107, Allyn and Bacon, 1997
McCroskey, J. C., Holdridge, W. & Tomb, J. K.: “An Instrument for Measuring the Source Credibility of Basic Speech Communication Instructors”, The Speech Teacher, 23/1974, s. 26-33 DOI: https://doi.org/10.1080/03634527409378053
McCroskey, J. C. & Young, T. J.: “The Use and Abuse of Factor Analysis in Communication Research”, Human Communication Research, 5/1979, s. 375-82 DOI: https://doi.org/10.1111/j.1468-2958.1979.tb00651.x
McCroskey, J. C. & Young, T. J.: “Ethos and Credibility: The Construct and its Measurement After Three Decades”, The Central Speech Journal, 32/1981, s. 24-34 DOI: https://doi.org/10.1080/10510978109368075
McKenzie, C. R. M. & Nelson, J. D. “What a speakers’ choice of frame reveals: Reference points, frame selection and framing effects”, Psychonomic Bulleting & Review 10 no. 3/2003, s. 596-602 DOI: https://doi.org/10.3758/BF03196520
Madsen, J. K.: “Rhetorical Argumentation and Logical Inadequacies: An essay on logical and practical argumentation in rhetorical theory”, ikke-publiceret bachelor projekt, (Københavns Universitet, 2008)
Madsen, J. K.: “A Cognitive Supplement to Rhetorical Theory: Potential Benefits from Investigation of Neuroscientific Evidence”, præsentation ved Rhetoric in Society III, Antwerp, January 2011. Udkommer snart som kapitel i udgivelse af bog fra konferencen.
Madsen, J. K.: “Practical argumentation, logic, and Bayes’ theorem”, under forberedelse.
March, J. G.: A Primer on Decision Making: How Decisions Happen, The Free Press, New York: NY, 1994
Milgram, S.: “Behavioral Study of Obedience”, Journal of Abnormal and Social Psychology 67, s. 371-378, 1963 DOI: https://doi.org/10.1037/h0040525
Nash, J.: “Non-Cooperative Games”, The Annals of Mathematics, 2nd series, 54 no. 2/1951, s. 286-295 DOI: https://doi.org/10.2307/1969529
Neumann, J. v. & Morgenstern, O.: Theory of Games and Economic Behavior 2. udgave, Princeton University Press, 1953 [1947]
Nichols, M. H.: Rhetoric and Criticism, Baton Rouger: Louisiana State University Press, 1963
Nisbett, R. E. & Wilson, T. D.: “The Halo Effect: Evidence for Unconscious Alteration of Judgements”, Journal of Personality and Social Psychology 35 no. 4/1977, s. 250-256 DOI: https://doi.org/10.1037//0022-3514.35.4.250
Oaksford, M. & Chater, N.: Bayesian rationality: The probabilistic approach to human reasoning, Oxford University Press, 2006 DOI: https://doi.org/10.1093/acprof:oso/9780198524496.001.0001
Perelman, C.: Retorikkens rige, Hans Reitzels Forlag, 2005
Perelman, C. & Olbrechts-Tyteca, L.: The New Rhetoric: A Treatise on Argumentation, Notre Dame: University of Notre Dame Press, 1969
Petty, R. E. & Briñol, P.: “Attitude Change: The Elaboration Likelihood Model of Persuasion”, i: Marketing for Sustainability: Towards Transactional Policy Making, red. Bartels, G. & Nieliessen, W., s. 176-190, Amsterdam: IOS Press, 2002
Petty, R. E. & Briñol, P.: “Psychological Processes Underlying Persuasion: A Social Psychological Approach”, Diogenes 55/2008, s. 52-67 DOI: https://doi.org/10.1177/0392192107087917
Petty, R. E. & Cacioppo, J. T.: Attitudes and Persuasion: Classical and Contemporary Approaches, Debuque, IA: William Brown, 1981
Petty, R. E. & Wegner, D. T.: “Attitude Change: Multiple Roles for Persuasion Variables”, i: The handbook of Social Psychology 4th ed., vol. 1, Red. Gilbert, D., Fiske, S. & Lindzey, G., s. 323-390, New York: McGraw Hill, 1998
Pontoppidan, C.: “Er retorikken farlig? Er etikken?”, ikke publiceret speciale, 2007
Preti, G.: Retorica e logica, Turin: Einaudi, 1968
Preti, G.: Ecrits philosophiques, Paris: Cerf, 2002
Priest, G.: An Introduction to Non-Classical Logic: From If to Is 2. udgave, Cambridge University Press, 2008 DOI: https://doi.org/10.1017/CBO9780511801174
Roberts, W. R.: Rhetoric, i: The Complete Works of Aristotle, Red. Barnes, J., Princeton University Press: Chichester, West Sussex, s. 2152-2270, 1984 DOI: https://doi.org/10.1515/9781400835850-017
Scarantino, J. M.: “Persuasion, Rhetoric and Authority”, Diogenes 55/2008, s. 22-36 DOI: https://doi.org/10.1177/0392192107087915
Sigrell, A.: Att övertyga mellan raderna, Åstorp: Retorikförlaget, 2001 DOI: https://doi.org/10.52610/XUUY4379
Solomon, M. R., Bamossy, G., Askegaard, S. & Hogg, M. K. Consumer Behaviour: A European Aspect 4. udgave, Prentice Hall Financial Times, Essex: England, 2010
Sperber, D: “Metarepresentations in an evolutionary perspective”, i: Metarepresentations: A Multidisciplinary Perspective, Red. Sperber, D., Oxford University Press, s. 117-137, 2000 DOI: https://doi.org/10.1093/oso/9780195141146.003.0005
Sperber, D.: “An evolutionary perspective on testimony and argumentation”, Philosophical Topics 29/2001, s. 401-413 DOI: https://doi.org/10.5840/philtopics2001291/215
Sperber, D. & Wilson, D.: Relevance: Communication & Cognition, 2nd edition, Blackwell Publishing, 1995
Stewart, N., Chater, N. & Brown, G. D. A.: “Decision by sampling”, Cognitive Psychology 53/2006, s. 1-26 DOI: https://doi.org/10.1016/j.cogpsych.2005.10.003
Strawson, P.: Introduction to Logical Theory, Metheun & Co. Ltd., 1952
Taillard, M-O.: Persuasive communication: “The case of marketing”, UCL Working Papers in Linguistics, s. 145-174, 2000
Tversky, A. & Kahneman, D.: “The Framing of Decisions and the Psychology of choice”, Science 211 no. 4481/1981, s. 453-458 DOI: https://doi.org/10.1126/science.7455683
Walton, D.: Informal Logic. A Handbook for Critical Argumentation, Cambridge: Cambridge University press, 1989
Wander, P.: “The third persona: An ideological turn in rhetorical theory”, Central States Speech Journal 35/1984, s. 197-216 DOI: https://doi.org/10.1080/10510978409368190
Wilson, P. R.: ”The Perceptual Distortion of Height at a Function of Ascribed Academic Status”, Journal of Social Psychology 74/1968, s. 97-102 DOI: https://doi.org/10.1080/00224545.1968.9919806
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2023 Rhetorica Scandinavica
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
Open Access; CC Erkännande-IckeKommersiell-IngaBearbetningar 4.0
