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Introduction published In:
What Influences Influence? How the Communicative Situation Influences Persuasion
Edited by Kerstin Fischer and Jaap Ham
[Interaction Studies 22:3] 2021
► pp. 291–302
Introduction

What influences influence?

How the communicative situation influences persuasion

| University of Southern Denmark
| Eindhoven University of Technology

This special issue addresses how aspects of the communicative situation influence how influential persuasive utterances (or other strategies of influence) are in their contexts of use. Specifically, we study the effects of interactional, speaker-, addressee- and channel-related factors and of the interpersonal relationship between speaker and hearer, as well as the effects of referring to the shared context itself. The papers combined in this special issue provide evidence for the considerable impact of the here and now of the interactional context on the persuasiveness of strategies of influence and contribute to our understanding of mechanisms of persuasion.

Keywords: persuasion, influence, rhetorical strategies, communicative situation, context


This article is available free of charge.

Published online: 28 March 2022
DOI logo
https://doi.org/10.1075/is.00006.int
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