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.

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