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date: 07 July 2022

Abstract and Keywords

This chapter reviews empirical studies on language and persuasion from a message effects perspective. Seven subliteratures are considered: self-referencing, rhetorical questions, conclusion explicitness, vividness, gain/loss framing, powerful(less) language, and domineeringness. For each of these, the central linguistic construct is defined and analyzed prior to considering theoretical explanations for the variable’s effect on persuasion. The state-of-the-area is evaluated and suggestions are offered to guide future efforts at theory development.

Keywords: Persuasion, self-referencing, rhetorical questions, explicitness, vividness, framing, power, reactance, politeness

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