The aim of the paper is to propose a framework for the structure of persuasive communica-tion based on the Elaboration Likelihood Model by Petty and Cacioppo, the Inference Anchoring Theory by Budzynska and Reed and the Interpersonal Argumentation Model by Budzynska. The ELM suggests that there are two routes to persuasion: central and peripheral. IAT assumes that com-munication acts generate their contents and inferences by means of illocutionary connections. The model of IP-argumentation provides the general representation of arguments in which (...) the proponent refers to com-munication acts of some participant of communication. The paper discusses where exactly means of the central and peripheral routes operate in the structure of persuasive communication and argumentation. (shrink)

The purpose of this research review is to examine the usefulness of reconstructing problematic interpersonal conflict behavior as violations of rules for critical discussions. Dialectical reconstruction of interpersonal conflict behavior sheds light on the ways in which dialectical fallacies influence not only the course of a critical discussion, but also the personal and relationship outcomes experienced by arguers. Conflict sequences such as cross complaining and demand/withdraw are shown to be problematic, in part, because they prevent parties from resolving their difference (...) through rational dialogue. The paper concludes by presenting some implications of the pragma-dialectical reconstruction of interpersonal conflict behavior. (shrink)

This study examined audience perceptions of a political candidate’s credibility and likeability as a function of varying the candidate’s responses to an opponent’s nonverbal disparagement during a televised debate. 412 participants watched a purported televised debate between candidates for mayor in a small city in Utah. In all six versions, one debater engaged in strong nonverbal disagreement during his opponent’s opening statement. His opponent responded to the nonverbal behavior with one of six decreasingly polite messages. Results indicated that more direct (...) messages increased audience perceptions of the speaker’s expertise and character compared to providing no response. The results also showed a significant interaction between response type and audience member’s level of trait verbal aggressiveness. The “indirect” and “on-record with redress” responses led to stronger perceptions of speaker composure and extroversion for members high in verbal aggression and the “off the record” strategy led to higher perceptions of extroversion and composure for members low in verbal aggression. (shrink)