Language Flashcards
oral messages- powerful language seen as more persuasive than powerless Written messages- no difference in persuasiveness between powerful and powerless language
sparks et al 1998
Parton et al 2002
Use of hedges and hesitations in employment interviews- powerless language- they seem less competent and employable
Swearing, emotion-laiden items, metaphor
Examples of intense langauge
teachers who used powerless language were viewed as less dynamic and credible
Haleta 1996
Blankenship and Craig 2007
tag questions are more powerful when used by high credibility speaker
Bradac et al 1980
Reinforcement Theory. Positive evaluation if already well-disposed to position advocated. Intense language can enhance this effect.
research- decision had to be made about new assessment at uni- the member who used more powerful language in email saying their opinion was seen as more attractive, credible, and persuasive; their points were taken
Adkins and Brashers 1995
hesitations/ hedges/ intensifiers/ polite forms/m tag questions/ disclaimers/ deictic phrases
types of powerless language
tag questions are more powerful when used by high credibility speaker
Blankenship and Craig 2007
Information processing theory- language intensity makes the persuader’s position seem more extreme compared to our own position (even if it isn’t) -To be persuaded we attend to the message, compare it to our own position, and then accept or reject it
Hamilton and Stewart 1995
Haleta 1996
teachers who used powerless language were viewed as less dynamic and credible
Language expectancy theory
we have expectations about what is normal language behaviour when trying to persuade other people. Violation of these expectations can help or harm the effectiveness of these messages depending on the credibility of the source
Reinforcement Theory. Positive evaluation if already well-disposed to position advocated. Intense language can enhance this effect.
Bradac et al 1980
Adkins and Brashers 1995
research- decision had to be made about new assessment at uni- the member who used more powerful language in email saying their opinion was seen as more attractive, credible, and persuasive; their points were taken
linked with credibility- vividness can increase powerfulness if from a credible source
Andreoli and Worchel 1978
Most studies lump together powerless language features
Problem with many studies
Problem with many studies
Most studies lump together powerless language features
Communication accommodation theory- more persuasive and credible when speaker uses the same features as addressee
Aune and Kikuchi 1993
Use of hedges and hesitations in employment interviews- powerless language- they seem less competent and employable
Parton et al 2002
Positive evaluation if already well-disposed to position advocated. Intense language can enhance this effect.
Reinforcement Theory.
more persuasive and credible when speaker uses the same features as addressee
Communication accommodation theory
Burgoon 1995
Language expectancy theory- we have expectations about what is normal language behaviour when trying to persuade other people. Violation of these expectations can help or harm the effectiveness of these messages depending on the credibility of the source
females were more persuasive with males when they used powerless forms of speech females were more persuasive with other females when they used powerful speech males with males- speech style made less/no difference
Carli 1990
Language expectancy theory- we have expectations about what is normal language behaviour when trying to persuade other people. Violation of these expectations can help or harm the effectiveness of these messages depending on the credibility of the source
Burgoon 1995
