Political persuasion can express moral respect. In this article, however, I rely on two psychological assumptions to argue that political persuasion is generally prima facie disrespectful: (1) that we maintain our political beliefs largely for non-epistemic, personal reasons and (2) that our political beliefs are connected to our epistemic esteem. Given those assumptions, a persuader can either ignore the relevant personal reasons, explicitly address them, or implicitly address them. Ignoring those reasons, I argue, constitutes prima facie insensitivity. Explicitly addressing them (...) constitutes a form of prima facie incivility. Finally, implicitly addressing them covertly treats those personal reasons as psychological puppet strings, constituting prima facie objectionable manipulation. This prima facie insensitivity, incivility, and manipulation are each prima facie failures of respect, either for the persuadee’s rationality or for their agency. Political persuasion can sometimes be all-things-considered justified, but these moral hazards can produce reasonable guilt, resentment, and blowback. (shrink)

Many of us hold false beliefs about matters that are relevant to public policy such as climate change and the safety of vaccines. What can be done to rectify this situation? This question can be read in two ways. According to the descriptive reading, it concerns which methods will be effective in persuading people that their beliefs are false. According to the normative reading, it concerns which methods we are permitted to use in the service of persuading people. Some effective (...) methods—a programme of brainwashing, say—would not be permissible. In this paper I compare “methods of rational persuasion” with what you might call “marketing methods” such as how one frames the problem of climate change. My aim is to show that “marketing methods” are preferable to “methods of rational persuasion”. My argument has two parts. First, I argue that the evidence suggests that “marketing methods” are more effective in persuading people to change their minds. Second, I argue that “marketing methods” are an acceptable response to the normative question. (shrink)

The present paper has two, interrelated objectives. The first is to analyze the different senses in which arguments are characterized as persuasive in the extant writings of Sextus Empiricus. The second is to examine the Pyrrhonist’s therapeutic use of arguments in the discussion with his Dogmatic rivals – more precisely, to determine the sense and basis of Sextus’ distinction between therapeutic arguments that appear weighty and therapeutic arguments that appear weak in their persuasiveness.

This article deals with the relationship between argumentation and persuasion. It defends the idea that these two concepts are not as opposed as all too often said. If it is important to recognize their differences (there are argumentative discourses without persuasion and persuasive discourses without argumentation), there is nevertheless an overlap, in which characteristics are taken from both. We propose to call this overlap “persuasive argumentation”. In order to bridge argumentation and persuasion, we will first distinguish the latter from manipulation. (...) In the second part of this article, we will analyze four cases of persuasive argumentation: the enthymeme, a few rhetorical figures, narration and visual argumentation. (shrink)

Persuasion is a fact of social life, one upon which positive and negative views can be taken. Argumentative rhetoric is often functionally defined as aiming to persuade. Different views on persuasion are taken in argumentative studies, and many other disciplines focus on persuasion. This article takes an “inter-discursive” view of argumentation, and, following the “Hamblin’s trend”, suggests a possible replacement for the concept of persuasion by the inter-discursive concept of alignment.

It is argued that persuasive advertising overrides the autonomy of consumers, in that it manipulates them without their knowledge and for no good reason. Such advertising causes desires in such a way that a necessary condition of autonomy — the possibility of decision — is removed. Four notions central to autonomous action are discussed — autonomous desire, rational desire and choice, free choice, and control or manipulation — following the strategy of Robert Arrington in a recent paper in this journal. (...) Replies are made to Arrington's arguments in favour of advertising. It is also claimed that the argument developed by Philip Nelson, which concludes that even if persuasive advertising does override autonomy, it is still in the interests of consumers to be subjected to it, is seriously mistaken. Finally, some caveats concerning informative advertising are presented. (shrink)

In this paper we show how dialogue-based theories of argumentation can contribute to the construction of effective systems of dispute resolution. Specifically we consider the role of persuasion in online dispute resolution by showing how persuasion dialogues can be functionally embedded in negotiation dialogues, and how negotiation dialogues can shift to persuasion dialogues. We conclude with some remarks on how persuasion dialogues might be modelled is such a way as to allow them to be implemented in a mechanical or computerized (...) system of dialogue or dialogue management. (shrink)

I argue that rationally persuading another to do something for their own good is sometimes (objectionably) paternalistic. Rational persuasion may express, and be guided by, the motive of distrust in the other’s capacity to gather or weigh evidence, and may intrude on the other’s deliberative activities in ways that conflict with respecting their agency and autonomy. I also examine factors that make a difference to whether (and when) the provision of reasons is respectful.

Persuasion (Aristotle) -- A truth resembling truth -- Probability or necessity -- Logos, topos, stoikheion -- Reflection (Heidegger) -- Breaking with the primacy of the theoretical -- The genesis of the theoretical -- Beyond theory: theoria, or watching over what is still to come -- Judgment (Arendt) -- The space of appearance -- The wind of thought -- A sense of the world.

Persuasive technologies are interactive systems designed to change and shape users’ behaviours towards specific goals. By discussing the case of screen-time management applications, this paper explores how persuasive systems transform self-awareness and the self’s cognitive architecture. Drawing on the notion of tectonoetic awareness, I will illustrate how artefacts enable the transition from the temporal bounded experience characterizing first-person perspective (noetic awareness) to the ability of reflecting on oneself from a third person and temporally extended perspective (autonoetic awareness). I will argue (...) that persuasive systems make possible new modalities of self-recognition and self-projection while they simultaneously affect the sense of agency by interfering with users’ actions and intentions. (shrink)

A concern central to virtually all full-blooded instances of religious ethics is how persuasively to represent a world central to our fulfillment that far exceeds our normal understanding. The treatment of three kinds of language in an early Daoist text, the Zhuangzi (Chuang Tzu), contains an especially profound discussion and expression of such persuasive presentations in religious ethics. This study examines it and concludes by viewing Dante's Commedia through the perspectives Zhuangzi's ideas and practices present.

In Plato’s Laws, the Athenian Stranger maintains that law should consist of both persuasion (πειθώ) and compulsion (βία) (IV.711c, IV.718b-d, and IV.722b). Persuasion can be achieved by prefacing the laws with preludes (προοίμια), which make the citizens more eager to obey the laws. Although scholars disagree on how to interpret the preludes’ persuasion, they agree that the preludes instill true beliefs and give citizens good reasons for obeying the laws. In this paper I refine this account of the preludes by (...) arguing that the primary purpose of the preludes is to motivate correct action, and that for citizens who lack rational-governance this is achieved via useful false beliefs. That is to say, in many cases, the prelude functions as a “noble lie” (γενναῖον ψεῦδος). (shrink)

Persuasion is a special aspect of our social and linguistic practices – one where an interlocutor, or an audience, is induced, to perform a certain action or to endorse a certain belief, and these episodes are not due to the force of the better reason. When we come near persuasion, it seems that, in general, we are somehow giving up factual discourse and the principles of logic, since persuading must be understood as almost different from convincing rationally. Sometimes, for example, (...) we can find persuasion a political speech that relies on our feelings, emotions and values, but we can also find a persuasive person a dodger, busy in his own questionable activities that are intentionally performed in order to mislead and manipulate other people. However, I do not want to try to define a general notion of persuasion from the beginning. I would rather start with a conception that already has a place, even if controversial, in the philosophical debate. In particular, the version that I have always found particularly provocative is that provided by Wittgenstein’s On Certainty. This peculiar version of the idea of persuasion, which is often associated with the possibility of overcoming deep disagreements, is quite famous in the literature and often understood as indicating certain intrinsic limits of our reason-giving practices. The following are Wittgenstein’s famous remarks on persuasion: -/- 608. Is it wrong for me to be guided in my actions by the propositions of physics? Am I to say I have no good ground for doing so? Isn’t precisely this what we call a ‘good ground’? -/- 609. Suppose we met people who did not regard that as a telling reason. Now, how do we imagine this? Instead of the physicist, they consult an oracle. (And for that we consider them primitive.) Is it wrong for them to consult an oracle and be guided by it? If we call this “wrong” aren’t we using our language-game as a base from which to combat theirs? -/- 611. Where two principles really do meet which cannot be reconciled with one another, then each man declares the other a fool and heretic. -/- 612. I said I would ‘combat’ the other man, – but wouldn’t I give him reasons? Certainly; but how far do they go? At the end of reasons comes persuasion. (Think what happens when missionaries convert natives.) -/- This paper is not devoted, as far as possible, to focus on interpretative matters about Wittgenstein’s late philosophy. Rather, it aims to investigate whether there are problems and incompatibilities between this particular conception of persuasion and our contemporary understanding of our reason-giving practices and of our belief-revision procedures. The first part of this study will be concerned about assessing this conception of persuasion and trying to shed new light on it (and on its consequences); most of the work here is done by looking at some truisms and normative features of our practices regarding the rational updating of our beliefs. It also addresses the question: Is the resistance to reasons of Wittgenstein’s persuasion capable to avoid the strict dynamics of belief revision? The second section of this study concerns the possibility of limiting the scope of this conception of persuasion, thanks to some of our contemporary ways of understanding rational discursive practices (I will focus especially on Robert Brandom’s game of “giving and asking for reasons”). If our rational practices require at least a certain degree of epistemic responsibility, then how is it possible that one invokes the end of reasons (that would explicitly mean giving up this responsibility)? A third section is the attempt, on this basis, to try to revise our contrasting conception(s) of persuasion (with an eye open on the near doxastic territory). Are there other conceptions of persuasion which are more compatible with our rational practices and do not entail any version of the “end of reasons” that are so compatible with our individual and social epistemic responsibility? (shrink)

We ought to treat others’ moral views with respect, even when we disagree. But what does that mean? This paper articulates a moral obligation to make ourselves open to sincere moral persuasion by others. Doing so allows us to participate in valuable relationships of reciprocal respect for agency. Yet this proposal can sound tritely agreeable. To explore its full implications, the paper applies the general obligation to one of the most challenging topics of moral disagreement: the morality of abortion. I (...) consider and reject arguments that abortion decisions have special features exempting them from the obligation to be open to moral persuasion. Further, I argue that viewing fetal ultrasound images can accomplish morally persuasion. Accordingly, in at least some cases a woman seeking abortion has an obligation to view fetal ultrasound images as a means of being open to moral persuasion. However, this conclusion does not support recent laws compelling women seeking abortion to view ultrasound images; such laws are in fact incompatible with the respect for agency that underwrites the obligation to be open to persuasion. (shrink)

This paper aims at resolving a puzzle about the persuasiveness of bootstrapping. On the one hand, bootstrapping is not a persuasive method of settling questions about the reliability of a source. On the other hand, our beliefs that our sense apparatus is reliable is based on other empirically formed beliefs, that is, they are acquired via a presumably complex bootstrapping process. I will argue that when we doubt the reliability of a source, bootstrapping is not a persuasive method for (...) coming to believe that the source is reliable. However, when being initially unaware of a source and its reliability, as in the case of forming beliefs about our sense apparatus, bootstrapping can be eventually persuasive. (shrink)

In this paper, we use a pseudo-algorithmic procedure for assessing an AI-generated text. We apply the Comprehensive Assessment Procedure for Natural Argumentation (CAPNA) in evaluating the arguments produced by an Artificial Intelligence text generator, GPT-3, in an opinion piece written for the Guardian newspaper. The CAPNA examines instances of argumentation in three aspects: their Process, Reasoning and Expression. Initial Analysis is conducted using the Argument Type Identification Procedure (ATIP) to establish, firstly, that an argument is present and, secondly, its specific (...) type in terms of the argument classification framework of the Periodic Table of Arguments (PTA). Procedural Questions are then used to test the acceptability of the argument in each of the three aspects. The analysis shows that while the arguments put forward by the AI text generator are varied in terms of their type and follow familiar patterns of human reasoning, they contain obvious weaknesses. From this we can conclude that the automated generation of persuasive, well-reasoned argumentation is a far more difficult task than the generation of meaningful language, and that if AI systems producing arguments are to be persuasive, they require a method of checking the plausibility of their own output. (shrink)

Narrative representations can change our moral actions and thoughts, for better or for worse. In this article, I develop a theory of fictions' capacity for moral education and moral corruption that is fully sensitive to the diversity of fictions. Specifically, I argue that the way a fiction influences our moral actions and thoughts importantly depends on its genre. This theory promises new insights into practical ethical debates over pornography and media violence.

In contemporary paternalism literature, persuasion is commonly not considered paternalistic. Moreover, paternalism is typically understood to be problematic either because it is seen as coercive, or because of the insult of the paternalist considering herself superior. In this paper, I argue that doctors who persuade patients act paternalistically. Specifically, I argue that trying to persuade a patient (here understood as aiming for the patient to consent to a certain treatment, although he prefers not to) should be differentiated from trying to (...) convince him (here understood as aiming for the patient to want the treatment) and recommending (the doctor merely providing her professional opinion). These three forms of influence are illustrated by summaries of video-recorded hospital encounters. While convincing and recommending are generally not paternalistic, I argue that persuasion is what I call communicative paternalism and that it is problematic for two reasons. First, the patient’s preferences are dismissed as unimportant. Second, the patient might wind up undergoing treatment against his preferences. This does not mean that persuasion always should be avoided, but it should not be undertaken lightly, and doctors should be aware of the fine line between non-paternalism and paternalism. The fact that my analysis of paternalism differs from traditional accounts does not imply that I deem these to be wrong, but rather that paternalism should be considered as a more multi-faceted concept than previous accounts allow for. (shrink)

This text will focus on the transformations of the practices and ideas of communication in recent history and in the context of the globalization. The lecture will examine first persuasion and then manipulation and seduction. These second issues are explained through the fact that in the context of the rise of mass as historical subject, conscience, and thus persuasion become obsolete. The approach examines the theoretical model of communication in this two historical contexts and concludes that a partial sector of (...) communication, "therapeutic communication", tends to model nowadays the process of communication as such. Based on the new practices and theoretical models of communication a new type of ideology appears, an ostensive one. (shrink)

Faith is the highest truth that ensures the happiness and salvation of man in the world and in the Hereafter. But the essence of superstitious is invalid and wrong. The realization of this happiness and salvation is possible by having a true faith. Another consequence of the true faith is the ability to recognize that this belief is right. Believing in true faith, ensures rightness and makes possible to prove and disclose this truth. It is important to have true faith (...) and accurate affirmation. This certainty requires certain criteria for accuracy and precision. In addition, this situation involves advocating the faith and delivering it to other people. This is closely related to the recognition and proof of these truths. It also makes it necessary to explore the distinction between presumption and believing as well as knowledge and ignorance. It requires examination of the concepts of certainty, doubt, evidence, persuasion and proof and what they have implied in terms of faith. The examination of the proofs of faith in terms of persuasion and proof also increases the understanding of the certainty of a belief. (shrink)

Psychological studies on fictional persuasion demonstrate that being engaged with fiction systematically affects our beliefs about the real world, in ways that seem insensitive to the truth. This threatens to undermine the widely accepted view that beliefs are essentially regulated in ways that tend to ensure their truth, and may tempt various non-doxastic interpretations of the belief-seeming attitudes we form as a result of engaging with fiction. I evaluate this threat, and argue that it is benign. Even if the relevant (...) attitudes are best seen as genuine beliefs, as I think they often are, their lack of appropriate sensitivity to the truth does not undermine the essential tie between belief and truth. To this end, I shall consider what I take to be the three most plausible models of the cognitive mechanisms underlying fictional persuasion, and argue that on none of these models does fictional persuasion undermine the essential truth-tie. (shrink)

In ‘Rational Persuasion as Paternalism', George Tsai argues that providing another person with reasons or evidence can be a morally objectionable form of paternalism. I believe Tsai’s thesis is importantly correct, denying the widely accepted identification of rational persuasion with respectful treatment. In this comment, I disagree about what is centrally wrong with objectionable rational persuasion. Contrary to Tsai, objectionable rational persuasion is not wrong because it undermines the value of an agent’s life. It is wrong because it is contrary (...) to an agent’s will. (shrink)

Criticism in philosophy goes in accordance with general skeptical scientific attitude toward results of a research. The latter are to be achieved, presupposed, given as data and become to be verified or falsified, questioned by critique, analyzing etc. Criticism is improved mean to avoid persuasion and relativism, but (as selected sample versions of philosophical criticism will illustrate, in particular critical legacy of I. Kant, H. Putnam and L. Wittgenstein, especially via resolute interpretation of his views by J. Conant) all three (...) methodological attitudes are mutually correlated, sometimes even viciously. Relativism appears to be less vicious, because it could be treated as performative: relativism is relative. Attention to performativity of relativism can provide for its contextual validity and relativity. (shrink)

Charles Stevenson introduced the term 'persuasive definition’ to describe a suspect form of moral argument 'which gives a new conceptual meaning to a familiar word without substantially changing its emotive meaning’. However, as Stevenson acknowledges, such a move can be employed legitimately. If persuasive definition is to be a useful notion, we shall need a criterion for identifying specifically illegitimate usage. I criticize a recent proposed criterion from Keith Burgess-Jackson and offer an alternative.

ABSTRACT This article examines the discursive practices of coercive persuasion deployed by Nigeria’s Minister of Information and Communications to justify the rebranding Nigeria campaign as a policy designed for value reorientation of the citizenry in the wake of the country’s image crisis both domestically and internationally. Sampling data from select addresses and interviews of the country’s chief image maker during the campaign, the study analyses some discourse structures and strategies in the public discourse, drawing theoretical insights from van Dijk’s Critical (...) Epistemic Discourse Analysis to re-examine and re-interpret meaning in relation to knowledge claims in the organised persuasive communication. The article demonstrates that there is artful management of information and construction of knowledge in the persuasive discourse largely to present an institutional version of reality in re/telling Nigeria’s national identity narratives. The study concludes that the rhetorical means of controlling the discourse and managing the minds of the audience typify leadership practices of knowledge construction to achieve policy dominance given certain norms and conventions of nation branding practices. (shrink)

The purpose of this paper is to inquire into the relationship between persuasive definition and common knowledge (propositions generally accepted and not subject to dispute in a discussion). We interpret the gap between common knowledge and persuasive definition (PD) in terms of potential disagreements: PDs are conceived as implicit arguments to win a potential conflict. Persuasive definitions are analyzed as arguments instantiating two argumentation schemes, argument from classification and argument from values, and presupposing a potential disagreement. The argumentative structure of (...) PDs reveals different levels of disagreement, and different pos-sibilities of resolving the conflict or causing dialogical deadlock. (shrink)

The paper first presents a short survey of ancient and modern logical, rhetorical and argumentative approaches (e.g. Aristotle, Quintilian, Quine, Anscombre and Ducrot) studying the properties of paradoxical utterances. This survey is followed by a tentative definition of paradoxes as seemingly contradictory utterances triggering conversational implicatures in the sense of Grice. A specific group of paradoxes, namely, persuasive paradoxes, is further characterized by the specific implicatures which they trigger: the implicatures of persuasive paradoxes serve the interest of the (political) speaker (...) because they either convey a sharp criticism of the political opponent(s) or praise the political activities of the speaker in a highly effective way.The second part of the paper takes a corpus of about 80 paradoxical utterances from Cicero's speeches to show how they are used 1. for a devastating criticism of Cicero's political enemies, 2. a milder form of criticism in the case of his friends, when their political activities have failed, 3. a praise of successful policies of Cicero and his political friends and 4. a defense of unsuccessful activities started by Cicero and his friends. (shrink)

Recent moral philosophy emphasizes both the particularity of ethical contexts and the complexity of human character, but the usual abstract examples make it difficult to communicate to students the importance of this particularity and complexity. Extended study of a literary text in ethics classes can help overcome this obstacle and enrich our students’ understanding and practice of mature ethical reflection. Jane Austen’s Persuasion is an ideal text for this kind of effort. Persuasion augments the resources for ethical reflection that students (...) bring to our courses, provides a multitude of fecund examples to inspire discussion, and introduces philosophical points of its own. I explain specific ways to integrate this novel into courses and why some approaches work better than others, and I highlight themes for three different levels of study: reflection on particular virtues and vices, illustration of broader ethical issues, and discussion of virtues that the philosophical literature neglects. In each case, I discuss a particular example in detail: the question of whether or not pride can be a virtue, the varieties of friendship and their relation to virtue, and the virtue of proper persuadability. These examples suggest ways in which ethics teachers might explore the resources of other literary works towards similar ends. (shrink)

The present research was guided by the important need for a diversion from an economistic to a humanistic management perspective of sustainability. It concentrates on the current importance of digital strategic communication, particularly regarding the concept of corporate sustainability in the context of the conflict arena of the oil industry. The focus is on the comparison of the persuasive effectiveness of the framings of corporate versus activist NGO website communications and their impacts on the perception of the triple pillars of (...) sustainability and, corporate greenwashing with respect to a proposed bituminous oil pipeline in Canada. The results of these pro and con messages were analyzed within the Elaboration Likelihood Model demonstrating a “non expert” peripheral route to a positive persuasion from exposure to the corporate communication versus an “expert” central route to a negative persuasion from the activist NGO communication. Subsequent exposure to the opposite website communication further emphasized the predominance of a negative persuasion based on both groups now being motivated as “expert” viewers of these strategic communications, leading to an important perception of greenwashing by participants resulting from vague claims, visual and linguistic contents of the corporate communication versus the mainly verifiable factual ones in that of the activist NGO. (shrink)

“Is every definition persuasive?” If essentialist views on definition are rejected and a pragmatic account adopted, where defining is a speech act which fixes the meaning of a term, then a problem arises: if meanings are not fixed by the essence of being itself, is not every definition persuasive? To address the problem, we refer to Douglas Walton’s impressive intellectual heritage—specifically on the argumentative potential of definition. In finding some non-persuasive definitions, we show not every definition is persuasive. The (...) class='Hi'>persuasiveness lies not in syntactic or semantic properties, but the context. We present this pragmatic account and provide rules for analysing and evaluating persuasive definition—a promising direction for further research. (shrink)

The aim is to describe which persuasive tool from the triad of Aristotle (Ethos, Pathos and Logos) is most commonly used in editorials to convey visions and ideas in the nursing journals of the last 5 years (2014–2019). A descriptive qualitative study, based on content analysis, was performed in 2020 and summarized according to the COnsolidated criteria for REporting Qualitative research principles. Two hundred and eighty‐five editorials were included in the study, all of which were published in the top‐five nursing (...) journals, specifically, the International Journal of Nursing Studies (5‐years Journal Impact Factor [5‐Y JIF] = 5.022), the Journal of Nursing Scholarship (=3.374), the Journal of Advanced Nursing (=3.010), the Worldviews on Evidence‐Based Nursing (2.990) and the Nursing Outlook (=2.867). Logos was the most widely used tool in 148 editorials (51.9%). Ethos was used in a quarter of them (n = 72, 25.3%) and the Pathos tool was used to a similar extent (n = 65, 22.8%). Logic is the most used tool for persuasion in nursing editorials; however, nurses who would capture the attention of the nursing community by writing an editorial should also consider the profiles of the potential readers, who might be attracted in different ways by logical‐objective, ethical–moral, or emotional discourses. (shrink)

The author argues that the persuasive process is articulated within a dynamic linking beliefs and emotions. The different possible states of equilibrium balancing these two aspects define a persuasive process as more inherently rational or more inherently rhetorical. This latter, being marked by an immediate emotional participation, functions within a social context of the community type. It is dominated by an aesthetic form of communication, where epistemic belief proceeds out of a conformist adherence to the ethos of the group. Its (...) extreme form is represented by the discourse of propaganda. Linked to the epistemic structure of the rhetorical discourse there corresponds a moral structure of resentment and an authoritarian social structure. Although rational elements and emotional elements still coexist within concrete discourses, the possibility of distinguishing them in terms of autonomous functionalities represents the specific adjunct brought by philosophical reflection to the determination of the epistemic structure of persuasion. (shrink)

Interpretations of Kant’s account of the forms of “taking-to-be-true” (Fürwahrhalten) have generally focused on three such forms: opinion (Meinung), belief (Glaube), and knowledge (Wissen). A second distinction that has received comparatively less attention is that between conviction (Überzeugung) and persuasion (Überredung). Kant appears to use the distinction between the subjective and the objective sufficiency of a taking-to-be-true to characterize all of these forms. However, it is impossible to account for the differences between them by relying on this latter distinction alone. (...) In turn, this makes it difficult to fit all of these forms into a single classification of taking-to-be-true. In this chapter, I propose a new approach to conviction and persuasion that dissolves these problems. Conviction and persuasion are not single forms of taking-to-be-true with distinctive characteristics, yet it is not useful to treat them as “classes” of taking-to-be-true either. Rather, they are “operators” that determine whether a taking-to-be-true is apt or inapt, depending on whether it rests on a correct evaluation of the grounds we have. (shrink)

El presente artículo tiene como objetivo avanzar en el análisis de la argumentación religiosa, en concreto en la persuasión en la prédica actual, mediante el reconocimiento y cuantificación de los mecanismos pragmalingüísticos que favorecen la integración del oyente en el discurso del orador religioso. El corpus examinado consta de 50 homilías orales grabadas en la primera década del siglo XXI. Los resultados obtenidos indican que el empleo de la mayoría de dichos mecanismos tiene una incidencia semejante tanto en las homilías (...) para adultos como para las de niños, a excepción de las fórmulas interactivas y la recurrencia al saber popular en los que se evidencia con notoriedad la diferencia. Por tanto, estas conclusiones aportan luz a lo dictado en la teoría homilética de la actualidad que apunta que “hay que acercarse al feligrés”, pero no dice cómo. (shrink)

One of the distinctions that Plato in the Laws stresses most heavily in his discussion of the proper relation between the individual citizen and the laws of the city is that between persuasion and compulsion. Law, Plato believes, should try to persuade rather than compel the citizens. Near the end of the fourth book of the Laws, the Athenian Stranger, Plato's spokesman in this dialogue, asks whether the lawgiver for their new city of Magnesia should in making laws ‘explain straightaway (...) what must and must not be done, add the threat of a penalty, and turn to another law, without adding a single bit of encouragement or persuasion [παραμυθας δ κα πειθος … ν] to his legislative edicts’ . A few lines later, the Athenian Stranger himself condemns such a procedure as ‘the worse and more savage alternative’ . The better method is for the laws themselves to try to persuade the citizens to act in the manner that they prescribe. And as a means of doing this, Plato proposes attaching preludes to particular laws and to the legal code as a whole: such preludes will supplement the sanctions attached to the laws and will aim at persuading the citizens to act in the way that the laws direct for reasons other than fear of the penalties attached to the law. Such a practice, Plato believes, is an innovation: it is something that no lawgiver has ever thought of doing before . And we have no reason to think that Plato is here excluding his earlier self, e.g. the Plato of the Republic and the Politicus, from this criticism. (shrink)

From an ethical point of view, shared decision-making is preferable to either physician paternalism or patient sovereignty. The traditional model of doctor-patient communication is too directive and too unconcerned with the patient's values to support truly shared decision-making. The traditional distinction between rhetoric and sophistic can provide the basis for a new model of mutual persuasion that does not limit communication to information, and that avoids the spectre of manipulation.

This translation of Carlo Michelstaedter’s _Persuasion and Rhetoric_ brings the powerful and original work of a seminal cultural figure to English-language readers for the first time. Ostensibly a commentary on Plato’s and Aristotle’s relation to the pre-Socratic philosophers, Michelstaedter’s deeply personal book is an extraordinary rhetorical feat that reflects the author’s struggle to make sense of modern life. This edition includes an introduction discussing his life and work, an extensive bibliography, notes to introduce each chapter, and critical notes illuminating the (...) text. Within hours of completing _Persuasion and Rhetoric, _his doctoral thesis, 23-year-old Michelstaedter shot himself to death. The text he left behind has proved to be one of the most trenchant and influential studies in modern rhetoric, a work that develops Nietzschean themes and anticipates the conclusions of, among others, Martin Heidegger. Publication of the book in English is an event of great magnitude for students of Italian philosophy, rhetoric, and literature as well as the culture of Mitteleuropa. (shrink)

Using persuasive definitions and persuasive language generally to put a spin on an argument has often held to be suspicious, if not deceptive or even fallacious. However, if the purpose of a persuasive definition is to persuade, and if rational persuasion can be a legitimate goal, putting forward a persuasive definition can have a legitimate basis in some cases. To clarify this basis, the old subject of definitions is reconfigured into a new dialectical framework in which, it is argued, a (...) definition should be evaluated in light of its purpose as a speech act. But if persuasive definitions are so often thought to be suspect, misleading, or even fallacious, how can individual cases be judged on some objective basis? In this paper, a new dialectical method of evaluating such definitions on a case-by-case basis is proposed, showing how abusive as well as reasonable uses of persuasive language can properly be identified, analyzed and evaluated. (shrink)

Decades of research have investigated the complex role of source credibility in attitude persuasion. Current theories of persuasion predict that when messages are thoughtfully scrutinized, argument strength will tend to have a greater effect on attitudes than source credibility. Source credibility can affect highly elaborated attitudes, however, when individuals evaluate material that elicits low attitude extremity. A recently proposed model called the guru effect predicts that source credibility can also cause attitudinal change by biasing the interpretation of pragmatically ambiguous material. (...) The present studies integrate models of explanatory pragmatics and persuasion in order to empirically assess these hypotheses. Experiment 1 found that text difficulty and attitude neutrality reflect independent persuasion variables. Experiment 2 found that higher source credibility causes more favorable attitudes toward messages eliciting low attitude extremity. Text difficulty was not found to have a significant effect on attitudes. These results confirm the predictions of prior social cognition research but no do not support the guru effect model. The implications of these studies for pragmatics and persuasion research as well as the value of interdisciplinary research between these fields are discussed. (shrink)

This article discusses the nature of persuasive authorities in the common law, and argues that many of them are best understood in terms of their (being regarded) as having theoretical rather than practical authorities for the courts that cite them. The contrast between theoretical and practical authority is examined at length in order to support the view that the treatment of many persuasive authorities by courts is more consistent with this view. Finally, it is argued that if persuasive authorities are (...) best understood as theoretical authorities, this raises difficulties for both positivistic and interpretivist theories of law. (shrink)

The present research was guided by the important need for a diversion from an economistic to a humanistic management perspective of sustainability. It concentrates on the current importance of digital strategic communication, particularly regarding the concept of corporate sustainability in the context of the conflict arena of the oil industry. The focus is on the comparison of the persuasive effectiveness of the framings of corporate versus activist NGO website communications and their impacts on the perception of the triple pillars of (...) sustainability and, corporate greenwashing with respect to a proposed bituminous oil pipeline in Canada. The results of these pro and con messages were analyzed within the Elaboration Likelihood Model demonstrating a “non expert” peripheral route to a positive persuasion from exposure to the corporate communication versus an “expert” central route to a negative persuasion from the activist NGO communication. Subsequent exposure to the opposite website communication further emphasized the predominance of a negative persuasion based on both groups now being motivated as “expert” viewers of these strategic communications, leading to an important perception of greenwashing by participants resulting from vague claims, visual and linguistic contents of the corporate communication versus the mainly verifiable factual ones in that of the activist NGO. (shrink)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue. In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies (...) between different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (shrink)

Socrates does not use the Laws' Speech in the Crito principally to persuade Crito to accept his coming execution. It is used instead to persuade Crito to examine and work on his inadequate view of justice. Crito's view of justice fails to coordinate one's duties to friends and those to the law. The Laws' Speech accomplishes this persuasive goal by accompanying Crito’s earlier speech. Both start from the same view of justice, one that Crito accepts, but reach opposing conclusions. Crito (...) cannot judge between the two appealing speeches. His understanding of justice is too confused for him to decide well how to help Socrates. His need to explain what happened the morning he visited Socrates will prompt him and others to examine this indeterminate view of justice. Socrates foregoes direct refutation because Crito will not abide that usual way of interrogation. Engaging in short question-and-answer conversation is not the only way to bring a person to aporia and the intention to examine oneself. Socrates does not here undermine his assertions in the Apology about his ignorance, lack of interest in teaching, constant philosophizing, and his belief that what he does is question, examine, and test those he talks to. (shrink)

“Is every definition persuasive?” If essentialist views on definition are rejected and a pragmatic account adopted, where defining is a speech act which fixes the meaning of a term, then a problem arises: if meanings are not fixed by the essence of being itself, is not every definition persuasive? To address the problem, we refer to Douglas Walton’s impressive intellectual heritage—specifically on the argumentative potential of definition. In finding some non-persuasive definitions, we show not every definition is persuasive. The (...) class='Hi'>persuasiveness lies not in syntactic or semantic properties, but the context. We present this pragmatic account and provide rules for analysing and evaluating persuasive definition—a promising direction for further research. (shrink)

The article calls for a departure from the common concept of autonomy in two significant ways: it argues for the supremacy of semantic understanding over procedure, and claims that clinicians are morally obliged to make a strong effort to persuade patients to accept medical advice. We interpret the value of autonomy as derived from the right persons have to respect, as agents who can argue, persuade and be persuaded in matters of utmost personal significance such as decisions about medical care. (...) Hence, autonomy should and could be respected only after such an attempt has been made. Understanding suffering to a significant degree is a prerequisite to sincere efforts of persuasion. It is claimed that a modified and pragmatic form of discourse is the necessary framework for understanding suffering and for compassionately interacting with the frail. (shrink)

The development of personal technologies has recently shifted from devices that seek to capture user attention to those that aim to improve user well-being. Digital wellness technologies use the same attractive qualities of other persuasive apps to motivate users towards behaviors that are personally and socially valuable, such as exercise, wealth-management, and meaningful communication. While these aims are certainly an improvement over the market-driven motivations of earlier technologies, they retain their predecessors’ focus on influencing user behavior as a primary metric (...) of success. Digital wellness technologies are still persuasive technologies, and they do not evade concerns over whether their influence on users is ethically justified. In this paper, we describe several ethical frameworks with which to assess the justification of digital wellness technologies’ influence on users. We propose that while some technologies help users to complete tasks and satisfy immediate preferences, other technologies encourage users to reflect on the values underlying their habits and teach them to evaluate their lives’ competing demands. While the former approach to digital wellness technology is not unethical, we propose that the latter approach is more likely to lead to skillful user engagement with technology. (shrink)