Language Use and Persuasion: Multiple Roles for Linguistic Styles

Abstract 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.

Перевод пока недоступен