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Title: Persuasive conduct: Alignment and resistance in prospecting 'cold' calls
Authors: Huma, Bogdana
Stokoe, Elizabeth
Sikveland, Rein O.
Keywords: Persuasion
Discursive psychology
Conversation analysis
Preference organization
Cold calls
Social influence
Issue Date: 2018
Publisher: SAGE Publications © The Authors
Citation: HUMA, B., STOKOE, E. and SIKVELAND, R.O., 2018. Persuasive conduct: Alignment and resistance in prospecting 'cold' calls. Journal of Language and Social Psychology, 38 (1), pp.33-60.
Abstract: Social psychology has theorized the cognitive processes underlying persuasion, without considering its interactional infrastructure—the discursive actions through which persuasion is accomplished interactionally. Our article aims to fill this gap, by using discursive psychology and conversation analysis to examine 153 “cold” calls, in which salespeople seek to secure meetings with prospective clients. We identify two sets of communicative practices that comprise persuasive conduct: (1) pre-expanding the meeting request with accounts that secure the prospect’s alignment to this course of action without disclosing its end result and (2) minimizing the imposition of the meeting to reduce the prospect’s opportunities for refusal. We conclude that persuasive conduct consists in managing the recipiency of the meeting requests by promoting alignment and hampering resistance. Overall, this article contributes to the wider discursive psychological project of “respecifying” psychological phenomena such as attitudes, memory, and emotion from the realm of social cognition to the realm of social interaction.
Description: This paper was published in the journal Journal of Language and Social Psychology and the definitive published version is available at https://doi.org/10.1177/0261927X18783474.
Version: Accepted for publication
DOI: 10.1177/0261927X18783474
URI: https://dspace.lboro.ac.uk/2134/33404
Publisher Link: https://doi.org/10.1177/0261927X18783474
ISSN: 0261-927X
Appears in Collections:Published Articles (Communication, Media, Social and Policy Studies)

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