Rhetorical Sensitivity and Persuasive Communication Behavior.

Autor/inn/en	Eadie, William F.; Powell, Robert G.
Titel	Rhetorical Sensitivity and Persuasive Communication Behavior.
Quelle	(1986), (30 Seiten) PDF als Volltext kostenfreie Datei Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Monographie
Schlagwörter	Communication Research; Compliance (Psychology); Higher Education; Interpersonal Communication; Motivation Techniques; Persuasive Discourse; Rhetorical Criticism; Rhetorical Invention + Suchen Sie Ihr Suchwort? Kommunikationsforschung; Hochschulbildung; Hochschulsystem; Hochschulwesen; Interpersonale Kommunikation; Motivationsförderung; Persuasion; Persuasive Kommunikation
Abstract	A study examined the effect of communication style on use of different persuasive strategies. Subjects responded to a rhetorical sensitivity scale (RHETSEN) to determine their communication style: noble self, rhetorically sensitive, and rhetorical reflector. The persuasive style of the noble self can be characterized as straightforward and direct; the goal is to gain power in the situation and use that power to push for compliance. The rhetorically sensitive person is concerned about relationships with others and makes situationally adaptive choices. Rhetorical reflectors have been characterized as wanting to fulfill persuasive objectives through the satisfaction of the needs of the other person. Drawing on a set of 858 dialogues written by college students enrolled in speech communication classes, the project analyzed the dialogues written by the 161 subjects who identified exclusively with one of the three styles. The dialogue writers responded to one of six different persuasive situations defined by levels of intimacy and power. Results indicated that the strategies of guilt and allurement distinguished rhetorical sensitives from noble selves and that altruism and aversive stimulation distinguished rhetorical reflectors from noble selves and rhetorical sensitives. The results provide insight into how orientations toward communication influence the way in which persuasive situations are perceived and enacted. (Tables and figures are appended. Examples of dialogues and related discussions are included.) (SRT)
Erfasst von	ERIC (Education Resources Information Center), Washington, DC