Persuasion in Organizational Rhetoric: Distinguishing between Instrumental and Deliberative Approaches
Informazioni aggiuntive
Autori
Shanahan F.,
Vogelaar A.,
Seele P.
Tipo
Contributo in libro
Anno
2018
Lingua
Inglese
Abstract
The study of persuasion is a historically rich and interdisciplinary field of inquiry, with
consequences for the emergent subfield of organizational rhetoric. The chapter's exploration
begins with the notion that persuasion as a means of attitude change can be developed in
more than a merely instrumental manner characterized by one way communication such as
traditional marketing and public relations efforts. Instead, the chapter proposes that
persuasion can also be developed in a more dialogical and deliberative manner, which is
supported in the etymological root persuadere. We aim to show that emphasizing a more
ethical discourse including two way communication and more equal bargaining position can
be seen in the etymological root and Latin grammar. The article then looks at how
persuasion is developed in the organizational context today, including advances in the …
Libro
The Handbook of Organizational Rhetoric and Communication
Editore
Wiley
Pagina inizio
239
Pagina fine
343
