Huma2020

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Huma2020
BibType ARTICLE
Key Huma2020
Author(s) Bogdana Humă, Elizabeth Stokoe, Rein Ove Sikveland
Title Putting Persuasion (Back) in Its Interactional Context
Editor(s)
Tag(s) conversation analysis, discursive psychology, Persuasion, sales, social Influence, EMCA
Publisher
Year 2020
Language English
City
Month
Journal Qualitative Research in Psychology
Volume 17
Number 3
Pages 357–371
URL Link
DOI 10.1080/14780887.2020.1725947
ISBN
Organization
Institution
School
Type
Edition
Series
Howpublished
Book title
Chapter

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Abstract

Persuasion is a ubiquitous presence in everyday life, with decades of research from across the social sciences, and, of course, particularly within psychology. Nevertheless, in this paper, we argue that we still know very little about the actual manifestations of persuasive conduct `in the wild'. Taking a discursive psychological approach to the study of people in the settings that comprise their everyday lives, we respecify persuasion as a visible, situated, and interactive accomplishment, rather than starting from a conceptualisation of it as an outcome of invisible cognitive processes. Examining a corpus of business-to-business `cold' sales calls we show how salespeople successfully secure meetings with prospective clients, and how these outcomes are tied to specific practices of turn-taking and sequential organisation, rather than being the result of the prior (unknowable) `intent' of the prospect. We conclude that persuasion is not an elusive or mysterious phenomenon, but needs much wider scrutiny to describe and understand it in settings that matter to the participants involved.

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