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Persuasive Conduct: Alignment and Resistance in Prospecting “Cold” Calls

Humă, Bogdana, Stokoe, Elizabeth and Sikveland, Rein Ove (2018) Persuasive Conduct: Alignment and Resistance in Prospecting “Cold” Calls. Journal of Language and Social Psychology.

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Abstract

Social psychology has theorized the cognitive processes underlying persuasion, without considering its interactional infrastructure – the discursive actions through which persuasion is accomplished interactionally. Our paper aims to fill this gap, by using Discursive Psychology and Conversation Analysis to examine 153 ‘cold’ calls, in which salespeople seek to secure meetings with prospective clients. We identify two sets of communicative practices that comprise persuasive conduct: (1) pre-expanding the meeting request with accounts that secure prospects’ alignment to this course of action without disclosing its end-result and (2) minimizing the imposition of the meeting to reduce the prospect’s opportunities for refusal. We conclude that persuasive conduct consists in managing the recipiency of the meeting requests by promoting alignment and hampering resistance. Overall, this paper contributes to the wider discursive psychological project of ‘respecifying’ psychological phenomena like attitudes, memory, and emotion from the realm of social cognition to the realm of social interaction.

Item Type: Article
Status: Published
DOI: https://doi.org/10.1177/0261927X18783474
Related URLs:
Subjects: B Philosophy. Psychology. Religion > BF Psychology
B Philosophy. Psychology. Religion > BF Psychology > BF636 Applied psychology
H Social Sciences > HF Commerce > HF5410 Marketing. Distribution of products
School/Department: School of Psychological & Social Sciences
URI: http://ray.yorksj.ac.uk/id/eprint/3305

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