Transforming Language into Business Influence: A Tutorial in Persuasion

Publication Type

Journal Article

Publication Date

2004

Abstract

Do the choices that you make in the expression, content, and placement of ideas persuade others effectively in writing? Persuasion research has in fact demonstrated that thoughtfully selected influence strategies can result in potent language choices that convince others powerfully. This article offers a quiz on persuasion that is organised according to the structure of a written persuasive message: the beginning, the body and the conclusion. The choices you make for each section of a persuasive message will be decided in the context of an assigned business case. The final section of the article takes you through some of the basic research in persuasion that can guide the decisions you make in order to influence the recipient of your written message. By the time you end this tutorial, you will better understand how persuasive strategy in writing creates business influence. This lecture article/chapter has been peer reviewed by the editorial board of Education Review of Business Communication - ERBC.

Discipline

Business and Corporate Communications

Research Areas

Organisational Behaviour and Human Resources

Publication

Education Review of Business Communications

Volume

1

Issue

1

First Page

57

Last Page

68

ISSN

1649-5160

Publisher

Neilson Journals

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