Potential Conflicts between Normatively-Responsible Advocacy and Successful Social Influence: Evidence from Persuasion Effects Research
- 121 Downloads
This article approaches the relationship of normative argumentation studies and descriptive persuasion effects research by pointing to several empirical findings that raise questions or puzzles about normatively-proper argumentative conduct. These findings indicate some complications in the analysis of normatively desirable argumentative conduct – including some ways in which practical persuasive success may not be entirely compatible with normatively-desirable advocacy practices.
Keywordsdecision framing message framing pragma-dialectics risk communication risk perception strategic maneuvering
Unable to display preview. Download preview PDF.
- Eemeren F. H. van, Houtlosser P. 2001, Managing Disagreement: Rhetorical Analysis within a Pragma-Dialectical Framework. Argumentation and Advocacy 37, 150–157Google Scholar
- van Eemeren, F. H. and P. Houtlosser: 2005, ‹Strategic Manoeuvring’, Studies in Communication Sciences, 23–34Google Scholar
- Finocchiaro M. A. 1992, Asymmetries in argumentation and evaluation, in van Eemeren F. H., Grootendorst R., Blair J. A., Willard C. A. (eds.) Argumentation illuminated. Sic Sat, Amsterdam, pp. 62–72Google Scholar
- Fishbein M., Yzer M. C. 2003, Using Theory to Design Effective Health Behavior Interventions. Communication Theory 13, 164–183Google Scholar
- Glaeser E. L. 2006, Paternalism and Psychology. University of Chicago Law Review 73, 133–156Google Scholar
- O’Keefe D. J. 1998, Justification Explicitness and Persuasive Effect: A Meta-Analytic Review of the Effects of Varying Support Articulation in Persuasive Messages. Argumentation and Advocacy 35, 61–75Google Scholar
- O’Keefe D. J. 1999, How to Handle Opposing Arguments in Persuasive Messages: A Meta-Analytic Review of The Effects of One-Sided and Two-Sided Messages. Communication Yearbook 22, 209–249Google Scholar
- O’Keefe D. J. 2002, The persuasive effects of variation in standpoint articulation, in: van Eemeren F. H. (ed.) Advances in pragma-dialectics. Sic Sat, Amsterdam, pp. 65–82Google Scholar
- O’Keefe, D. J. and J. D. Jensen: ‹The Relative Persuasiveness of Gain-Framed and Loss-Framed Messages for Encouraging Disease Prevention Behaviors: A Meta-Analytic Review’. Journal of Health Communication (in press)Google Scholar
- Salovey P., Schneider T. R., Apanovitch A. M. 2002, Message framing in the prevention and early detection of illness, in: Dillard J. P., Pfau M. (eds.) The persuasion handbook: Developments in theory and practice. Sage, Thousand Oaks, pp. 391–406Google Scholar