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Language Use and Persuasion: Multiple Roles for Linguistic Styles
Author(s) -
Blankenship Kevin L.,
Craig Traci Y.
Publication year - 2011
Publication title -
social and personality psychology compass
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.699
H-Index - 53
ISSN - 1751-9004
DOI - 10.1111/j.1751-9004.2011.00344.x
Subject(s) - persuasion , psychology , elaboration likelihood model , process (computing) , persuasive communication , linguistics , cognitive psychology , social psychology , computer science , philosophy , operating system
Language is the most common medium for persuasion. Stylistic variations in how individuals communicate can influence a number of processes and outcomes in a persuasion setting. This article reviews previous research on a number of commonly studied language styles and their influence on persuasion and provides suggestions for future research. First, we provide a review of some of the commonly studied stylistic features and their relation to persuasion. We then use a common multi‐process model of persuasion (i.e., the elaboration likelihood model; Advances in Experimental Social Psychology , 1986, New York: Academic Press) to provide an overview of how linguistic styles can influence persuasion. In the final section, we discuss directions for future research on linguistic styles and persuasion.