ERIC Number: ED185633
Record Type: Non-Journal
Publication Date: 1979-Nov
Reference Count: N/A
Analysis of Topoi: A Case Study in Managing the Identity of the Persuadee.
Clark, Ruth Anne; Delia, Jesse G.
Arguing that systematic analysis of message strategies ought to become a major focus of study within the field of speech communication, this paper offers a limited case study to illustrate the kinds of strategies that might be uncovered. The paper places the illustration within a persuasive context and indicates the kinds of approaches a speaker might use in response to a listener's belief that he or she is not the kind of person who supports the advocated position. The first approach discussed is "altercasting" (making salient roles or beliefs that are in agreement with the advocated position and which the listener might be willing to ascribe to himself or herself). The second approach offered reflects an attempt to change the view the listener holds of supporters of the advocated position. The final strategy discussed involves an attempt to change particular aspects of the self-concepts of the listener in such a way as to facilitate agreement with the advocated position. (Author/FL)
Publication Type: Information Analyses; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A