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2017, HERMES - Journal of Language and Communication in Business
Círculo de Lingüística Aplicada a la Comunicación, 2019
This paper proposes an analytical model for entrepreneurial pitches based on the five canons of rhetoric (i.e. invention, arrangement, style, memory and delivery), through the de-construction of the text from the discursive act itself (as conceived in the invention phase) to its actual production (i.e. delivery). The questions this methodology attempts to answer are why the pitch may be persuasive and how that persuasion is achieved by analyzing its discursive and linguistic characteristics; what ethical, rational or emotional arguments are appealed to; who the potential audience is, and what other multimodal resources are used to support the persuasive force of the text. In order to answer these questions, two pitches in Spanish are deconstructed and conclusions regarding their efficacy are drawn. [es] Análisis retórico de un modelo de discurso en el ámbito comercial: Elevator Pitch Resumen. En este trabajo se propone un modelo analítico para un tipo de discurso comercial (Elevator Pitch) basado en los cinco cánones de la retórica clásica (inventio, dispositio, elocutio, memoria y actio). Partiendo de dos discursos opuestos desde el punto de vista de su eficacia, se pretende deconstruir el texto para comprender las razones del logro persuasivo (o de su fracaso) analizando sus características discursivas y lingüísticas desde el mismo momento de la planificación (estudio del destinatario, argumentos, etc.) hasta la puesta en escena pasando por una selección léxica (elocutio) perfectamente estudiada que pretende estimular marcos cognitivos de interpretación que apoyan la propia argumentación en favor de la persuasión del interlocutor. Palabras clave: Persuasión; retórica; análisis del discurso.
Estudios de Lingüística del Español, 2019
Resumen Partimos de las teorías de la retórica clásica, para hablar de la inventio, la dispositio, la elocutio, la memoria y la actio, comunes en todo acto comunicativo, centrándonos en dos de elementos esenciales de la retórica persuasiva: uno que está relacionado con la elocutio, es decir, el vocabulario seleccionado que determina la intención que posee el emisor a la hora de realizar el discurso, y el otro relacionado con la inventio, esto es, el tipo de discurso seleccionado: la historia o la narración como formato en el que el discurso se enmarca para llegar al receptor con la menor cantidad de esfuerzo y la mayor efectividad posible. Por lo que, desde este planteamiento, se efectúa un estudio de la palabra y el molde por el que llega el discurso para obtener una respuesta emocional en los receptores. Palabras clave: retórica, discurso persuasivo, selección léxica, relato, comunicación. Abstract Taking the theories of classical rhetoric as a starting point, we deal with inventio, dispositio, elocutio, memory and actio, common in every communicative act, and we will focus on two essential elements of persuasive rhetoric: one that is related to elocutio, that is, the selected vocabulary that determines the intention that the source has at the time of making the speech, and the other related to the inventio, that is, the type of discourse selected: the story or the narration as a format in which the discourse is framed to reach the recipient with the least amount of effort, and the greatest possible effectiveness. So, from this approach, we will study the word and the "mold" through which the discourse arrives to obtain an emotional response in the recipients.
Humanities and Social Sciences Review (HSSR), 2019
The research paper deals with the investigation of the power of persuasion in the argumentative discourse. The strategy of persuasion is regarded as a scheme of interactive pragmatic argumentation which is actualized in speeches. Verbalization of persuasive tactics creates a communicative portrait of a speaker as well as their own individual styles. We focused on psycholinguistics aspect of persuasive language analysis and composition technics in the structure of argumentation.
A recent interest for the empirical observation of argumentation through institutional practices was underlined by van Eemeren (2010). Since discourses give empirical hints which inform the observer on the institutional conventionalized practices involved in the study of strategic manoeuvring, there must be ways of describing meaning which allows to account for the dynamics of this field: a study of these ways is the object of this paper.
Research Journal of Recent Sciences , 2014
In the new scenario of consumerism advertisements have become very popular and an indispensable source of information. The very language of advertisements triggers curiosity and surprise. Innumerous sophisticated and cotemporary printed and visual media emphasizes the role of language in the advertisements. Compared to a few decades back, the media of this century depends more on linguists than the story tellers. The persuasive power of advertising language is very much experienced today. How these advertisements affect the human mind is a quite interesting enquiry. However this has been done from different angles by anthropologist, psychologists and sociologists, no approach is complete with out a linguistic analysis. The basic requirement of advertisement is communication. Discourse and pragmatic approach, one of the spontaneous outcomes of the traditional language studie is made use in this analysis. Persuasiveness of advertising language is explored at three levels; 1) Cohesion and coherence, 2) Speech acts and 3) Ideology. A few advertisements published in Indian print media are selected for the analysis.
Acta Linguistica Hungarica, 2004
2016
The problem of persuasive discourse has been analyzed in this article from the perspectives of literary discourse – to be specifically chosen and introduced – much more as a model of communicative behaviour and pattern of textuality rather than as a sample of artistic perception of life. The survey into the structure of persuasive discourse suggested by María Azucena Penas Ibáñez has served as basis for the paper that tries to cover the major constituents of a relatively overall image of persuasive discourse completed under all the standards of textuality. The paper attempts at introducing a paradigm of factors to be taken into consideration in respective analyses of persuasive discourse.
2019
Penelitian ini bertujuan untuk mengetahui komponen-komponen dan figur retorika dari wacana persuasif tertulis pada iklan cetak. Penelitian ini menggunakan desain evaluasi deskriptif yakni analisa isi yang menjelaskan tiga komponen iklan persuasi (etos, patos, logos) dan figur retorika iklan (skema dan kiasan). Hasil penelitian ini menunjukkan bahwa dari 20 iklan minum ringan, sebagian besar (90%) memiliki patos. Logos berada pada posisi kedua (80%). Sebagian iklan tidak memiliki etos, hanya 60% atau 12 iklan. Selanjutnya semua iklan minuman ringan (100%) memiliki skema, hanya 40% atau 8 iklan yang memiliki kiasan.nnn
Book of Abstracts "Interdisciplinary Perspectives on Persuasive Language", 2022
About the Conference How can we get someone to behave in a way that they initially did not intend? And how can we change what our interlocutor thinks about a certain issue? We use language to ‘convince’, ‘persuade’, ‘cajole’, or ‘coax’ our counterpart into a certain behavior or state of mind. These are activities we engage in constantly, usually even without conscious thought. It is words that have the power to mold and influence opinions, attitudes, and behavior. This persuasive power of language is at the center of this symposium. Linguists have traditionally examined the workings of persuasive language in institutionalized discourses. As genres inherently characterized by persuasion, it is not surprising then that advertising and politics have enjoyed the limelight of scholarly attention here; investigations of the features of persuasive language in TV, radio, and print advertisements as well as political speeches, interviews, and press conferences abound. Persuasion has also been studied extensively in the fields of rhetoric and critical discourse analysis (CDA). For this symposium, we particularly welcome contributions which expand the research of persuasive language to other genres and domains (like advice, dating, or conspiracy discourse) and engage with language and persuasion from other perspectives which have opened up due to technological advances (computer-mediated communication), social changes (globalized and networked publics, the attention economy), and methodological progress (big data and digital humanities, sophisticated statistical and phonetic tools for data analysis). We are also particularly interested in including contributions from the field of forensic linguistics.
In this paper we present an analysis of persuasive definition based on argumentation schemes. Using the medieval notion of differentia and the traditional approach to topics, we explain the persuasiveness of emotive terms in persuasive definitions by applying the argumentation schemes for argument from classification and argument from values. Persuasive definitions, we hold, are persuasive because their goal is to modify the emotive meaning denotation of a persuasive term in a way that contains an implicit argument from values. However, our theory is different from Stevenson’s, a positivistic view that sees emotive meaning as subjective, and defines it as a behavioral effect. Our proposal is to treat the persuasiveness produced by the use of emotive words and persuasive definitions as due to implicit arguments that an interlocutor may not be aware of. We use congruence theory to provide the linguistic framework for connecting a term with the function it is supposed to play in a text. Our account allows us to distinguish between conflicts of values and conflicts of classifications. Keywords: Values, Emotive words, Persuasion, Approva, Condemnation, Argument from values, Definitions
Historia Crítica, 2024
Theological Studies, 2024
https://www.archivi-emozioni.it/index.php/rivista, 2023
Early Childhood Education Journal, 2018
IPSA Scientia, revista científica multidisciplinaria
Insect Systematics and Diversity, 2017
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