Two of the goals of human communication are: to be understood and to be believed. In persuasive communication, both of these acts are fulfilled. Pragmatists have investigated the first goal and how it is carried out, while social psychologists have focused on the second goal.

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Paper related to this workshop and moc-persuasion.

Persuasive communication: The case of marketing

Marie-Odile Taillard

The following content (reaction paper) was generated by an LLM.

What is the summary of the paper?

I don’t know the summary of the paper because the provided context does not contain a comprehensive summary but rather discusses specific aspects of persuasion in the context of literature review and social psychology.

What is the research question? (How) was it answered?

The research question is how to characterize the relationship between an utterance and its persuasive effects in a way that avoids the simplistic causation thesis of directly “feeding” a stimulus into the hearer’s cognitive system. The answer to this question is not explicitly provided in the given context, but it suggests that the model outlined by the author addresses these concerns. Further investigation is required to examine the ramifications of each strategy in the context of persuasion.

What research approach did the authors choose? Is it appropriate for achieving the chosen research objective?

The authors chose a relevance theoretic approach to persuasion, integrating insights from pragmatics and social psychology to create a cognitive model of communication. This approach is appropriate for achieving the research objective, as it aims to address critical issues raised by both fields and offers a framework for understanding persuasive communication. The model is designed to bridge the gap between the two disciplines and provide a comprehensive understanding of persuasion dynamics.

What are the key findings of the article? What are the implications?

The key findings of the article are not explicitly provided in the given context, but it suggests that the article addresses questions related to persuasion by reviewing pragmatics and social psychology literature and proposes a model that answers these questions. The implications seem to revolve around the importance of intentionality in persuasive communication and how audience perception of a reviewer’s credibility can influence the persuasiveness of a review. Further investigation is indicated, implying that the conclusions drawn are not definitive and require additional research.

What are the limitations of the article? How might future work build on this article?

The limitations of the article are not explicitly stated in the provided context, but it suggests that further investigation is required, indicating that the current model may not fully address all aspects of persuasion in social psychology. Future work could build on this article by exploring the “change of meaning” effect in more depth, as it appears to be an under-discussed topic in the literature, and by addressing the challenge of avoiding reliance on cooperation in uncooperative environments, as mentioned in point 6.

@inproceedings{taillard_persuasive_2001,
	title = {Persuasive communication: The case of marketing},
	url = {https://www.semanticscholar.org/paper/Persuasive-communication-%3A-The-case-of-marketing-*-Taillard/621af586e58a0b94b4face5eee6d7068d87b0027},
	shorttitle = {Persuasive communication},
	abstract = {Two of the goals of human communication are: to be understood and to be believed. In persuasive communication, both of these acts are fulfilled. Pragmatists have investigated the first goal and how it is carried out, while social psychologists have focused on the second goal. This paper attempts to shed new light on persuasion by reviewing work from both fields and sketching the outline of a model integrating such work. Relevance theory bridges communication and cognition and, as such, provides a solid foundation for further research on persuasion. Marketing communication offers a rich domain of investigation for this endeavor: we show that pragmatics can only benefit from an analysis of persuasive communication in an “optimized” context such as marketing.},
	author = {Taillard, M.},
	urldate = {2024-01-09},
	date = {2001},
}