, Volume 21, Issue 2, pp 151–163 | Cite as

Potential Conflicts between Normatively-Responsible Advocacy and Successful Social Influence: Evidence from Persuasion Effects Research



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.


decision framing message framing pragma-dialectics risk communication risk perception strategic maneuvering 


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Copyright information

© Springer Science+Business Media B.V. 2007

Authors and Affiliations

  1. 1.Department of Communication StudiesNorthwestern UniversityEvanstonUSA

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