ERIC Number: ED186970
Record Type: RIE
Publication Date: 1979-Nov
Reference Count: 0
A Model of Interpersonal Persuasion.
Cegala, Donald J.
The traditional views of audience analysis and rhetorical strategy are examined in terms of modifications necessary for application to persuasion in interpersonal communication contexts. To obtain guidance for ways in which the traditional concepts may be modified, a framework consisting of selected work by Erving Goffman and Ernest Becker is presented. From this framework, four elements needed by a social actor to be a successful interpersonal persuader are developed: self-esteem, social knowledge, a repertoire of face-saving strategies, and instrumental orientation (motivation to engage in goal-directed behavior). The implications of these elements for audience analysis and rhetorical strategy are then examined. (Author/FL)
Publication Type: Information Analyses; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Identifiers: Audience Analysis
Note: Paper presented at the Annual Meeting of the Speech Communication Association (65th, San Antonio, TX, November 10-13, 1979).