Televised Entrepreneurial Discourse: Conversational Structure and Compliance Gaining Strategies

Conversational gameboard and discourse structure

This paper tries to bring closer two theories of human communication: Commitment stores and dialogue games Hamblin (Hamblin, 1970) introduced the notion of commitments stores whereby dialogue participants can keep track of (public) commitments that arise during the interaction. He also pointed out the rule-governed nature of dialogues, and tried to exhibit set of normative rules (dialogue games...

Conversational Actions and Discourse Situations

We use the idea that actions performed in a conversation become part of the common ground as the basis for a model of context that reconciles in a general and systematic fashion the differences between the theories of discourse context used for reference resolution, intention recognition, and dialogue management. We start from the treatment of anaphoric accessibility developed in DRT, and we sh...

To command or to ask? Gender and effectiveness of ‘‘tough’’ vs ‘‘soft’’ compliance-gaining strategies

On the basis of the experiments by Carli (1990) on the determinants of persuasion efficiency, we predicted that women are more effective using direct strategies in social influence to address women, and indirect strategies to address men; however, men’s efficiency should not depend on strategy. Two field experiments presented in this article did not confirm these assumptions. Our data suggest t...

Gaining Compliance through Non-Verbal Communication

Encouraging patient adherence: primary care physicians' use of verbal compliance-gaining strategies in medical interviews.

Compliance-gaining strategies refer to subtle differences in ways people use language when their goal is to influence someone else's behavior. This stands in contrast to other kinds of persuasion aimed only at influencing others beliefs and attitudes. We have developed a new method of coding what physicians say when they are trying to influence patients' behaviors. This method applies theory an...