Conviction, Persuasion, and Argumentation: Untangling the Ends and Means of Influence [Book Review]

Argumentation 26 (1):19-32 (2012)
This essay offers a start on sorting out the relationships of argumentation and persuasion by identifying two systematic ways in which definitions of argumentation differ, namely, their descriptions of the ends and of the means involved in argumentative discourse. Against that backdrop, the traditional “conviction-persuasion” distinction is reassessed. The essay argues that the traditional distinction correctly recognizes the difference between the end of influencing attitudes and that of influencing behavior—but that it misanalyzes the means of achieving the latter (by focusing on emotional arousal) and that it mistakenly contrasts “rational” and “emotional” means of influence. The larger conclusion is that understanding the relationships of the phenomena of argumentation and persuasion will require close attention to characterizations of communicative ends and means
Keywords Conviction  Persuasion  Argumentation  Rational influence
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    References found in this work BETA
    Perelman (1959). Pragmatic Arguments. Philosophy 34 (128):18 - 27.
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