Routledge Dictionary of Language and Linguistics
A term from rhetoric for a communicative act in which the listener is convinced to relinquish one opinion and to adopt another against his/her real or supposed resistance. The spectrum of persuasive speech extends from argumentative discourse and legal defence to advertising and political propaganda. In accordance with its appellative intention (
text function), persuasive speaking is carefully planned and characterized by the most effective employment of linguistic means possible. ( advertising language, mass communication)
References
Brown, J.A.C. 1963. Techniques of persuasion. Harmondsworth.
Chase, S. 1954. The power of words. New York.
Hawthorn, J. (ed.) 1987. Propaganda, persuasion and polemic. London.
Hovland, C.J.
et al. 1953. Communication and persuasion. New Haven, CT.
Mey, J.L. 1985. Whose language? A study in linguistic pragmatics. Amsterdam.
Mulholland, J. 1994. A handbook of persuasive tactics. London.
Sandell, R. 1977. Linguistic style and persuasion. New York.
Stevenson, C.L. 1944. Ethics and language. New Haven, CT.
rhetoric
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