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Persuasive Communication In Business

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  • MARIANA COANCĂ

    (Faculty of Computer Science for Business Management Romanian – American University, Bucharest, Romania)

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    Abstract

    When we communicate, we usually want something to happen. We want results. And, when we're conscious of results, we're seeking effective communication. To put it another way, the effectiveness of communication can be measured by the responses it gets. It's not measured by how well we wrote or how eloquently we spoke, although those can help us get the responses we want. Good writing and speaking help us get a response because they help get the message across. So, writing, designing, speaking, and all those other creative activities matter. But, in the end, responses are what count, and effectiveness means getting the responses we want. That's true for all types of communication, and not just marketing campaigns. Managers who send messages to employees, for example, want employees to respond in a particular way. Maybe they want the employees to do something differently, or maybe they want to reinforce existing behaviors

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    File URL: http://www.rebe.rau.ro/RePEc/rau/jisomg/SU08/JISOM-SU08-A9.pdf
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    Bibliographic Info

    Article provided by Romanian-American University in its journal Journal of Information Systems and Operation Management.

    Volume (Year): 2 (2008)
    Issue (Month): 1 (July)
    Pages: 96-103

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    Handle: RePEc:rau:jisomg:v:2:y:2008:i:1:p:96-103

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    Keywords: persuasion; phrases; listening; communication; verbal cushion; paraphrase; trial balloon; canvass; message; reply;

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