- Oxford Library of Psychology
- [UNTITLED]
- Oxford Library of Psychology
- About the Editor
- Contributors
- Language and Social Psychology: Introduction and Overview
- Language Attitudes: Social Determinants and Consequences of Language Variation
- Language, Identity, and Culture: Multiple Identity-Based Perspectives
- Language and Culture
- Gender Similarities and Differences in Language
- Working Together
- Perspective Taking and Its Impostors in Language Use: Four Patterns of Deception
- Hand and Facial Gestures in Conversational Interaction
- Interactive Alignment and Language Use
- Cognitive and Social Aspects of Coherence
- Shaping Intergroup Relations Through Language
- Language, Style, and Persuasion
- Language and Interpersonal Relationships
- Natural Language Use as a Marker of Personality
- Using Computerized Text Analysis to Track Social Processes
- Language and Social Comprehension
- Language and Attribution: Implicit Causal and Dispositional Information Contained in Words
- Me and My Stories
- The Role of Language on the Perception and Experience of Emotion
- Discursive Social Psychology
- Grounding Language in Our Bodies and the World
- Literal Versus Nonliteral Language: Novelty Matters
- Intentions in Meaningful Experiences of Language
- Electrophysiological Research on Conversation and Discourse Processing
- Politeness and Reasoning: Face, Connectives, and Quantifiers
- Language Variation in the Classroom
- Pragmatic Processes in Survey Interviewing
- Language and the Law: Illustrations from Cases of Disputed Sexual Consent
- The Role of Language in Conflict and Conflict Resolution
- Computer-Mediated Communication
- The Role of Natural Language and Discourse Processing in Advanced Tutoring Systems
- Index
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
James Price Dillard, The Pennsylvania State University
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- Oxford Library of Psychology
- [UNTITLED]
- Oxford Library of Psychology
- About the Editor
- Contributors
- Language and Social Psychology: Introduction and Overview
- Language Attitudes: Social Determinants and Consequences of Language Variation
- Language, Identity, and Culture: Multiple Identity-Based Perspectives
- Language and Culture
- Gender Similarities and Differences in Language
- Working Together
- Perspective Taking and Its Impostors in Language Use: Four Patterns of Deception
- Hand and Facial Gestures in Conversational Interaction
- Interactive Alignment and Language Use
- Cognitive and Social Aspects of Coherence
- Shaping Intergroup Relations Through Language
- Language, Style, and Persuasion
- Language and Interpersonal Relationships
- Natural Language Use as a Marker of Personality
- Using Computerized Text Analysis to Track Social Processes
- Language and Social Comprehension
- Language and Attribution: Implicit Causal and Dispositional Information Contained in Words
- Me and My Stories
- The Role of Language on the Perception and Experience of Emotion
- Discursive Social Psychology
- Grounding Language in Our Bodies and the World
- Literal Versus Nonliteral Language: Novelty Matters
- Intentions in Meaningful Experiences of Language
- Electrophysiological Research on Conversation and Discourse Processing
- Politeness and Reasoning: Face, Connectives, and Quantifiers
- Language Variation in the Classroom
- Pragmatic Processes in Survey Interviewing
- Language and the Law: Illustrations from Cases of Disputed Sexual Consent
- The Role of Language in Conflict and Conflict Resolution
- Computer-Mediated Communication
- The Role of Natural Language and Discourse Processing in Advanced Tutoring Systems
- Index
