Skip to main content Accessibility help
×
Hostname: page-component-5b777bbd6c-7sgmh Total loading time: 0 Render date: 2025-06-19T20:50:11.705Z Has data issue: false hasContentIssue false

I - (Re)framing Persuasion

Published online by Cambridge University Press:  10 June 2025

Sofia Rüdiger
Affiliation:
Universität Bayreuth, Germany
Daria Dayter
Affiliation:
Tampere University, Finland
Get access
Type
Chapter
Information
Manipulation, Influence and Deception
The Changing Landscape of Persuasive Language
, pp. 1 - 42
Publisher: Cambridge University Press
Print publication year: 2025

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

Book purchase

Temporarily unavailable

References

References

Ainsworth, J. (2020). The toxic proliferation of lies and fake news in the world of social media: Is it time for the law to “unfriend” Facebook? In Bhatia, V. K. & Tessuto, G. (Eds.), Social media in legal practice (pp. 199213). Routledge.CrossRefGoogle Scholar
Ali, M. (2019). Donald Trump’s immigration speech: How metaphors function to convey messages. Atlantic Journal of Communication, 29(1), 114. https://doi.org/10.1080/15456870.2019.1709463CrossRefGoogle Scholar
Al Zidjaly, N. (2017). Mental health and Islamic religion online: An intertextual analysis. Linguistik online, 87(8), 167189. https://doi.org/10.13092/lo.87.4178CrossRefGoogle Scholar
Baker, P. (2023). Using corpora for discourse analysis (2nd ed.). Bloomsbury.CrossRefGoogle Scholar
Bakir, V. (2020). Psychological operations in digital political campaigns: Assessing Cambridge Analytica’s psychographic profiling and targeting. Frontiers in Communication, 5. https://doi.org/10.3389/fcomm.2020.00067CrossRefGoogle Scholar
Bakir, V., Herring, E., & Miller, D. (2019). Organized persuasive communication: A new conceptual framework for research on public relations, propaganda and promotional culture. Critical Sociology, 45(3), 311328. https://doi.org/10.1177/0896920518764586CrossRefGoogle Scholar
Bernstein, D. (1974). Creative advertising. London: Longman.Google Scholar
Biber, D. (1988). Variation across speech and writing. Cambridge University Press.CrossRefGoogle Scholar
Blom, J. N., & Hansen, K. R. (2014). Narrative and rhetoric strategies of commercial click journalism. Presentation, JSS-ECREA conference Journalism in Transition: Crisis or Opportunity. Thessaloniki, 28–29 March 2014.Google Scholar
Boyland, E. J., Harrold, J. A., & Kirkham, T. C. (2011). The extent of food advertising to children on UK television in 2008. International Journal of Pediatric Obesity, 6(5–6), 455461. https://doi.org/10.3109/17477166.2011.608801CrossRefGoogle ScholarPubMed
Brady, W. J., van Bavel, J. J., Jost, J. T., & Wills, J. A. (2019). An ideological asymmetry in the diffusion of moralized content among political elites. PsyArXiv. 28 September. https://doi.org/10.31234/osf.io/43n5eCrossRefGoogle Scholar
Brady, W. J., Wills, J. A., Jost, J. T., Tucker, J. A., & van Bavel, J. J. (2017). Emotion shapes the diffusion of moralized content in social networks. Proceedings of the National Academy of Sciences, 114(28), 73137318. https://doi.org/10.1073/pnas.1618923114CrossRefGoogle ScholarPubMed
Brierly, S. (2002). The advertising handbook. Routledge.Google Scholar
Bruns, A. (2019). Are filter bubbles real? John Wiley & Sons.Google Scholar
Bruns, A., Enli, G., Skogerbo, A., Larsson, A., & Christensen, C., eds. (2015). The Routledge companion to social media and politics. Routledge.CrossRefGoogle Scholar
Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3(4), 303325. https://doi.org/10.1207/s15327957pspr0304_2CrossRefGoogle Scholar
Ceron, W., de-Lima-Santos, M.-F., & Quiles, M. G. (2021). Fake news agenda in the era of COVID-19: Identifying trends through fact-checking content. Online Social Networks and Media, 21, 100116. https://doi.org/10.1016/j.osnem.2020.100116CrossRefGoogle Scholar
Charteris-Black, J. (2011). Politicians and rhetoric: The persuasive power of metaphor. Palgrave Macmillan.CrossRefGoogle Scholar
Cheung, M. (2008). “Click here”: The impact of new media on the encoding of persuasive messages in direct marketing. Discourse Studies, 10(2), 161189. https://doi-org.libproxy.tuni.fi/10.1177//1461445607087007CrossRefGoogle Scholar
Cialdini, R. (2006). Influence: Science and practice. Pearson.Google Scholar
Cobb, M. D., & Kuklinski, J. H. (1997). Changing minds: Political arguments and political persuasion. American Journal of Political Science, 41(1), 88121. https://doi.org/10.2307/2111710CrossRefGoogle Scholar
Coulthard, M. (2000). Whose text is it? On the linguistic investigation of authorship. In Sarangi, S. & Coulthard, M. (Eds.), Discourse and social life (pp. 271287). Routledge.Google Scholar
Coltman-Patel, T., Dance, W., Demjén, Z., Gatherer, D., Hardaker, C., & Semino, E. (2022). “Am I being unreasonable to vaccinate my kids against my ex’s wishes?” A corpus linguistic exploration of conflict in vaccination discussions on Mumsnet Talk’s AIBU forum. Discourse, Context & Media, 48, https://doi.org/10.1016/j.dcm.2022.100624CrossRefGoogle Scholar
Dance, W. (2019). Disinformation online: Social media user’s motivations for sharing “fake news.” Science in Parliament, 75(3). www.scienceinparliament.org.uk/wp-content/uploads/2020/02/sip-AUTUMN-2019.pdfGoogle Scholar
Dayter, D., & Rüdiger, S. (2016). Reporting from the field: The narrative reconstruction of experience in pick-up artist online communities. Open Linguistics, 2(1), 337351. https://doi.org/10.1515/opli-2016-0016CrossRefGoogle Scholar
Dayter, D., & Rüdiger, S. (2022). The language of pick-up artists: Online discourses of the seduction industry. Routledge.CrossRefGoogle Scholar
Dayter, D., & Messerli, T. C. (2022). Persuasive language and features of formality on the r/ChangeMyView subreddit. Internet Pragmatics, 5(1), 165195. https://doi.org/10.1075/ip.00072.dayCrossRefGoogle Scholar
Demata, M., Zorzi, V., & Zottola, A. (2022). Conspiracy theory discourses. Critical inquiries into the language of anti-science, post-trutherism, mis/disinformation and alternative media. In Demata, M., Zorzi, V., & Zottola, A. (Eds.), Conspiracy theory discourses (pp. 122). John Benjamins.CrossRefGoogle Scholar
Diemer, S., & Brunner, M.-L. (2020). “Tell me about food and I tell you who you are”: Expert identity in intercultural food discourse via Skype. In Rüdiger, S. & Mühleisen, S. (Eds.), Talking about food: The social and the global in eating communities (pp. 167187). John Benjamins.CrossRefGoogle Scholar
DiMaggio, A. (2017). The politics of persuasion: Economic policy and media bias in the modern era. State University of New York Press.CrossRefGoogle Scholar
Eades, D. (2010). Sociolinguistics and the legal process. Multilingual Matters.Google Scholar
Fairclough, N. (1995). Critical discourse analysis: The critical study of language. Longman.Google Scholar
Fairclough, N. (2001). Language and power. Longman.Google Scholar
Fischer, K., & Ham, J. (2021). What influences influence? How the communicative situation influences persuasion. Interaction Studies, 22(3), 291302. https://doi.org/10.1075/is.00006.intCrossRefGoogle Scholar
Fuertes-Olivera, P., Velasco-Sacristán, M., Arribas-Baño, A., & Samaniego-Fernández, E. (2001). Persuasion and advertising English: Metadiscourse in slogans and headlines. Journal of Pragmatics, 33(8), 12911307. https://doi.org/10.1016/S0378–2166(01)80026-6CrossRefGoogle Scholar
Garassino, D., Brocca, N., & Masia, V. (2022). Is implicit communication quantifiable? A corpus-based analysis of British and Italian political tweets. Journal of Pragmatics, 194, 922. https://doi.org/10.1016/j.pragma.2022.03.024CrossRefGoogle Scholar
Geis, M. L. (1982). The language of television advertising. Academic Press.Google Scholar
Gillings, M. (2019). A corpus-based investigation into verbal cues to deception and their sociolinguistic distribution [PhD dissertation]. ESRC Centre for Corpus Approaches to Social Science, Department of Linguistics and English Language, Lancaster University.Google Scholar
Guadagno, R. (2003). Online persuasion: The impact of gender and oneness on computer-mediated influence [PhD dissertation]. Arizona State University.Google Scholar
Guéguen, N., Marchand, M., Pascual, A., & Lourel, M. (2008). Foot-in-the-door technique using a courtship request: A field experiment. Psychological Reports, 103(2), 529534. https://doi.org/10.2466/PR0.103.2.529-534CrossRefGoogle ScholarPubMed
Gülich, E. (2003). Conversational techniques used in transferring knowledge between medical experts and non-experts. Discourse Studies, 5(2), 235263. https://doi.org/10.1177/1461445603005002005CrossRefGoogle Scholar
Hyland, K. (2005). Metadiscourse: Exploring interaction in writing. Continuum.Google Scholar
Jamieson, K. H., & Cappella, J. N. (2010). Echo chamber: Rush Limbaugh and the conservative media establishment. Oxford University Press.Google Scholar
Jager, M., & Stommel, W. J. P. (2017). The risk of metacommunication to manage interactional trouble in online chat counseling. Linguistik online, 87(8), 191212. http://dx.doi.org/10.13092/lo.87.4179CrossRefGoogle Scholar
Jones, R. H. (2013). Health and risk communication: An applied linguistic perspective. Routledge.CrossRefGoogle Scholar
Jones, R. H. (2020a). Accounting for surveillance. Journal of Sociolinguistics, 24(1), 8995. https://doi.org/10.1111/josl.12405CrossRefGoogle Scholar
Jones, R. H. (2020b). Discourse analysis and digital surveillance. In De Fina, A. & Georgakopoulou, A. (Eds.), The Cambridge handbook of discourse studies (pp. 708731). Cambridge University Press.CrossRefGoogle Scholar
Jones, R. H. (2022). Is my mobile phone listening to me? Conspiratorial thinking, digital literacies, and everyday encounters with surveillance. In Demata, M., Zorzi, V., & Zottola, A. (Eds.), Conspiracy theory discourses (pp. 4970). John Benjamins.CrossRefGoogle Scholar
Joseph, J. E. (2006). Language and politics. Edinburgh University Press.Google Scholar
Jowett, G., & O’Donnell, V. (2006). Propaganda and persuasion. Sage.Google Scholar
Keib, K., Espina, C., Lee, , Y.-I, Wojdynski, B. W., Choi, D., & Bang, H. (2018). Picture this: The influence of emotionally valenced images, on attention, selection, and sharing of social media news. Media Psychology, 21(2), 202221. https://doi.org/10.1080/15213269.2017.1378108CrossRefGoogle Scholar
Kreis, R. (2017). The “tweet politics” of President Trump. Journal of Language and Politics, 16(4), 607618. https://doi.org/10.1075/jlp.17032.kreCrossRefGoogle Scholar
Kuiken, J., Schuth, A., Spitters, M., & Marx, M. (2017). Effective headlines of newspaper articles in a digital environment. Digital Journalism, 5(10), 13001314. https://doi.org/10.1080/21670811.2017.1279978CrossRefGoogle Scholar
Labrador, B., Ramón, N., Alaiz-Moretón, H., & Sanjurio-González, H. (2014). Rhetorical structure and persuasive language in the subgenre of online advertisements. English for Specific Purposes, 34(1), 3847. https://doi.org/10.1016/j.esp.2013.10.002CrossRefGoogle Scholar
Lakoff, R. (1982). Persuasive discourse and ordinary conversation, with examples from advertising. In Tannen, D. (Ed.), Analyzing discourse: Text and talk (pp. 2542). Georgetown University Press.Google Scholar
Leech, G. (1966). English in advertising: A linguistic study of advertising in Great Britain. Longman.Google Scholar
Liu, D., & Lei, L. (2018). The appeal to political sentiment: An analysis of Donald Trump’s and Hillary Clinton’s speech themes and discourse strategies in the 2016 US presidential election. Discourse, Context & Media, 25, 143152. https://doi.org/10.1016/j.dcm.2018.05.001CrossRefGoogle Scholar
Locher, M. A. (2006). Advice online: Advice-giving in an American internet health column. John Benjamins.CrossRefGoogle Scholar
Locher, M. A., & Watts, R. J. (2008). Relational work and impoliteness: Negotiating norms of linguistic behaviour. In Bousfield, D. & Locher, M. A. (Eds.), Impoliteness in language: Studies on its interplay with power in theory and practice (pp. 7799). Mouton de Gruyter.CrossRefGoogle Scholar
Lombardi Vallauri, E. (2021). Presupposition, attention and cognitive load. Journal of Pragmatics, 183, 1528. https://doi.org/10.1016/j.pragma.2021.06.022CrossRefGoogle Scholar
Lombardi Vallauri, E., Cominetti, F., & Masia, V. (2022). The persuasive and manipulative power of implicit communication. Journal of Pragmatics, 183: 17. https://doi.org/10.1016/j.pragma.2022.04.015CrossRefGoogle Scholar
Lorenzo-Dus, N., & Kinzel, A. (2019). “So is your mom as cute as you?” Examining patterns of language use by online sexual groomers. Journal of Corpora and Discourse Studies, 2(1), 130. https://doi.org/10.18573/jcads.31CrossRefGoogle Scholar
Luchjenbroers, J., & Aldridge, M. (Eds.). (2008). Language and vulnerable witnesses across legal contexts. Special Issue of Journal of English Linguistics 36(3).Google Scholar
Luginbühl, M. (2012). Fernsehnachrichten-Kommentare im Textsortennetz. In Lenk, H. E. H. & Vesalainen, M. (Eds.), Persuasionsstile in Europa (pp. 373392). Olms.Google Scholar
Macagno, F. (2022). Argumentation profiles and the manipulation of common ground: The arguments of populist leaders on Twitter. Journal of Pragmatics, 191, 6782. https://doi.org/10.1016/j.pragma.2022.01.022CrossRefGoogle Scholar
Marwick, A. E., & Caplan, R. (2018). Drinking male tears: Language, the manosphere, and networked harassmentFeminist Media Studies18(4), 543559. https://doi.org/10.1080/14680777.2018.1450568CrossRefGoogle Scholar
McIntosh, J. (Ed.). (2020). Language in the Trump era: Scandals and emergencies. Cambridge University Press.CrossRefGoogle Scholar
Musolff, A. (2022). Fake conspiracy: Trump’s anti-Chinese “COVID-19-as-war” scenario. In Demata, M., Zorzi, V., & Zottola, A. (Eds.), Conspiracy theory discourses (pp. 121140). John Benjamins.CrossRefGoogle Scholar
Ng, S. H., & Bradac, J. J. (1993). Power in language: Verbal communication and social influence. Sage.Google Scholar
Obeng, S. G. (1997). Language and politics: Indirectness in political discourse. Discourse & Society, 8(1), 4983. https://doi.org/10.1177/0957926597008001004CrossRefGoogle Scholar
O’Connor, C., & Weatherall, J. O. (2019). The misinformation age: How false beliefs spread. Yale University Press.Google Scholar
Partington, A. (2002). The linguistics of political argument. Routledge.Google Scholar
Partington, A., & Taylor, C. (2018). The language of persuasion in politics. Routledge.Google Scholar
Quam, J., & Ryshina-Pankova, M. (2016). “Let me tell you…”: Audience engagement strategies in the campaign speeches of Trump, Clinton, and Sanders. Russian Journal of Linguistics, 20(4), 140160. https://doi.org/10.22363/2687-0088-15153CrossRefGoogle Scholar
Richardson, K. (2003). Health risks on the internet: Establishing credibility on line. Health, Risk and Society, 5(2), 171184. https://doi.org/10.1080/1369857031000123948CrossRefGoogle Scholar
Rudolf von Rohr, M.-T. (2018). Persuasion in smoking cessation online: An interpersonal pragmatics perspective [PhD Dissertation]. University of Basel. Freiburg: NIHIN.Google Scholar
Rudolf von Rohr, M.-T., Thurnherr, F., & Locher, M. A. (2019). Linguistic expert creation in online health practices. In Bou-Franch, P. & Garcés-Conejos Blitvich, P. (Eds.), Analyzing digital discourse: New insights and future directions (pp. 219250). Palgrave Macmillan.CrossRefGoogle Scholar
Sbisà, M. (2021). Presupposition and implicature: Varieties of implicit meaning in explicitation practices. Journal of Pragmatics, 182, 176188. https://doi.org/10.1016/j.pragma.2021.05.027CrossRefGoogle Scholar
Schäffner, C. (1997). Strategies of translating political texts. In Trosborg, A. (Ed.), Text typology and translation (pp. 119143). John Benjamins.CrossRefGoogle Scholar
Schmidt, R., & Kess, J. F. (1986). Television advertising and televangelism: Discourse analysis of persuasive language. John Benjamins.CrossRefGoogle Scholar
Seargeant, P. (2020). The art of political storytelling: Why stories win votes in post-truth politics. Bloomsbury.CrossRefGoogle Scholar
Seargeant, P. (2022). Complementary concepts of disinformation. Conspiracy theories and “fake news.” In Demata, M., Zorzi, V., & Zottola, A. (Eds.), Conspiracy theory discourses (pp. 193214). John Benjamins.CrossRefGoogle Scholar
Settle, J. E. (2018). Frenemies: How social media polarizes America. Cambridge University Press.CrossRefGoogle Scholar
Sillence, E. (2010). Seeking out very like-minded others: Exploring trust and advice issues in an online health support group. International Journal of Web Based Communities, 6 (4), 376394. https://dl.acm.org/doi/10.1504/IJWBC.2010.035840CrossRefGoogle Scholar
Sillence, E. (2017). Having faith in the online voice: Exploring contemporary issues of trust, language and advice in the context of e-health. Linguistik online, 87(8), 107125. http://dx.doi.org/10.13092/lo.87.4175CrossRefGoogle Scholar
Simons, H. W., & Jones, J. G. (2011). Persuasion in society (2nd ed.). Routledge.CrossRefGoogle Scholar
Simpson, P. (2001). “Reason” and “tickle” as pragmatic constructs in the discourse of advertising. Journal of Pragmatics, 33(4), 589607. https://doi.org/10.1016/S0378–2166(00)00004-7CrossRefGoogle Scholar
Stubbs, M. (1996). Text and corpus analysis. Blackwell.Google Scholar
Svartvik, J. (1968). The Evans statements: A case for forensic linguistics. University of Göteborg.Google Scholar
Tandoc, E. C., Duffy, A., Jones-Jang, S. M., & Pin, W. G. W. (2021). Poisoning the information well? The impact of fake news on news media credibility. Journal of Language and Politics, 20(5), 783802. https://doi.org/10.1075/jlp.21029.tanCrossRefGoogle Scholar
Thurnherr, F. (2017). “As it’s our last exchange next time…”. The closure initiation in email counseling. Linguistik online, 87(8), 213236. https://doi.org/10.13092/lo.87.4170CrossRefGoogle Scholar
Thurnherr, F., Rudolf von Rohr, M.-T., & Locher, M. A. (2016). The functions of narrative passages in three written online health contexts. Open Linguistics, 2, 450470. https://doi.org/10.1515/opli-2016-0024CrossRefGoogle Scholar
Van Dijk, T. (2008). Discourse and power. Palgrave Macmillan.CrossRefGoogle Scholar
Virtanen, T., & Halmari, H. (Eds.). (2005). Persuasion across genres. John Benjamins.CrossRefGoogle Scholar
Xiao, L. (2018). A message’s persuasive features in Wikipedia’s Article for Deletion Discussions. SMSociety ’18: Proceedings of the 9th International Conference on Social Media and Society, July 2018 (pp. 345–349). Association for Computing Machinery. https://doi.org/10.1145/3217804.3217942CrossRefGoogle Scholar
Yaqub, U., Chun, S. A., Atluri, V., & Vaidya, J. (2017). Analysis of political discourse on Twitter in the context of the 2016 US presidential elections. Government Information Quarterly, 34(4), 613626. https://doi.org/10.1016/j.giq.2017.11.001CrossRefGoogle Scholar

References

Barnes, J. A. (1994). A pack of lies. Cambridge University Press.CrossRefGoogle Scholar
Baron, M. (2003). Manipulativeness. Proceedings and Addresses of the American Philosophical Association, 77(2), 3754. https://doi.org/10.2307/3219740CrossRefGoogle Scholar
Baudrillard, J. (1980). Les Abîmes superficiels. In Olender, M. & Sojcher, J. (Eds.), La séduction (pp. 197207). Aubier.Google Scholar
Bayraktaroğlu, A. (1991). Politeness and interactional imbalance. International Journal of the Sociology of Language, 92, 534. https://doi.org/10.1515/ijsl.1991.92.5CrossRefGoogle Scholar
Bednarek, M. (2017). The role of dialogue in fiction. In Locher, M. A. & Jucker, A. H. (Eds.), Pragmatics of fiction (pp. 129158). Mouton de Gruyter.CrossRefGoogle Scholar
Bornstein, R. F., & Craver-Lemley, C. (2004). Mere exposure effect. In Pohl, R. F. (Ed.), Cognitive illusions: A handbook on fallacies and biases in thinking, judgment and memory (pp. 215234). Psychology Press.Google Scholar
Breton, P. (2000). La parole manipulée (2nd ed.). La Découverte & Syros.Google Scholar
Brisard, F. (2004). Mind the gap: Pragmatics and cognition today. In Brisard, F., Meeuwis, M. & Vandenabeele, B. (Eds.), Seduction, community, speech (pp. 122). John Benjamins.CrossRefGoogle Scholar
Brown, P., & Levinson, S. C. (1987). Politeness: Some universals in language usage. Cambridge University Press.CrossRefGoogle Scholar
Brown, R., & Gilman, A. (1989). Politeness theory and Shakespeare’s four major tragedies. Language in Society, 18(2), 159212. https://doi.org/10.1017/S0047404500013464CrossRefGoogle Scholar
Carroll, L. (1865). Alice’s adventures in wonderland. Macmillan.Google Scholar
Chan, E., & Sengupta, J. (2010). Insincere flattery actually works: A dual attitudes perspective. Journal of Marketing Research, 47(1), 122133. https://doi.org/10.1509/jmkr.47.1.122CrossRefGoogle Scholar
Choderlos de Laclos, P. (1782/2011). Les liaisons dangereuses. Gallimard.Google Scholar
Cholbi, M. (2014). The implications of ego depletion for the ethics and politics of manipulation. In Coons, C. & Weber, M. (Eds.), Manipulation: Theory and practice (pp. 201220). Oxford University Press,CrossRefGoogle Scholar
Cockcroft, R., & Cockcroft, S. (with Hamilton, C., & Hidalgo, L.) (2014). Persuading people: An introduction to rhetoric (3rd ed.). Palgrave Macmillan.CrossRefGoogle Scholar
Danziger, R. (2020). The pragmatics of flattery: The strategic use of solidarity-oriented actions. Journal of Pragmatics, 170, 413425. https://doi.org/10.1016/j.pragma.2020.09.027CrossRefGoogle Scholar
Delay, F. (1980). La séduction brève. In Olender, M. & Sojcher, J. (Eds.), La Séduction (pp. 119129). Aubier.Google Scholar
Galasiński, D. (2000). The language of deception: A discourse analytical study. Sage.CrossRefGoogle Scholar
Giles, H. (Ed.). (1984). The dynamics of speech accommodation. Special issue of International Journal of the Sociology of Language, 46.Google Scholar
Goffman, E. (1967). Interaction ritual: Essays on face-to-face behavior. Penguin.Google Scholar
Grainger, K. (2013). Of babies and bath water: Is there any place for Austin and Grice in interpersonal pragmatics? Journal of Pragmatics, 58, 2738. https://doi.org/10.1016/j.pragma.2013.08.008CrossRefGoogle Scholar
Greene, R. (2001). The art of seduction. Penguin Books.Google Scholar
Grice, H. P. (1989). Study in the way of words. Harvard University Press.Google Scholar
Habermas, J. (1984) The theory of communicative action. Beacon.Google Scholar
Joule, R.-V., & Beauvois, J.-L. (2002). Petit traité de manipulation à l’usage des honnêtes gens. Presses Universitaires de Grenoble.Google Scholar
Jucker, A. H. (2015) Pragmatics of fiction: Literary uses of uh and um. Journal of Pragmatics, 86, 6367.CrossRefGoogle Scholar
Jucker, A. H., & Locher, M. A. (2017). Introducing Pragmatics of Fiction: Approaches, trends, developments. In Locher, M. A. & Jucker, A. H. (Eds.), Pragmatics of fiction (pp. 121). De Gruyter Mouton.Google Scholar
Harrus-Révidi, G. (2010). Séduction. La fin d’un mythe. Payot.Google Scholar
Hilgartner, S., Bell, R. C. & O’Connor, R. (1983). Nukespeak: The selling of nuclear technology in America. Viking.Google Scholar
Kerbrat-Orecchioni, C. (1997). A multilevel approach in the study of talk in interaction. Pragmatics, 7(1), 120. https://doi.org/10.1075/prag.7.1.01kerGoogle Scholar
Lecercle, J.-J. (1994). Philosophy of nonsense: The intuitions of Victorian nonsense literature. Routledge.CrossRefGoogle Scholar
Leech, G. (1983). Principles of pragmatics. Longman.Google Scholar
Leech, G. (2014). The pragmatics of politeness. Oxford University Press.CrossRefGoogle Scholar
Lombardi Vallauri, E. (2016). The ‘exaptation’ of linguistic implicit strategies. SpringerPlus 5 (Article 1106). https://doi.org/10.1186/s40064–016-2788-yCrossRefGoogle ScholarPubMed
Lombardi Vallauri, E. (2021). Presupposition, attention and cognitive load. Journal of Pragmatics, 183, 1528. https://doi.org/10.1016/j.pragma.2021.06.022CrossRefGoogle Scholar
Lombardi Vallauri, E., & Masia, V. (2014). Implicitness impact: Measuring texts. Journal of Pragmatics, 61, 161184. https://doi.org/10.1016/j.pragma.2013.09.010CrossRefGoogle Scholar
Lombardi Vallauri, E., Cominetti, F. & Masia, V. (2022). The persuasive and manipulative power of implicit communication. Journal of Pragmatics, 197, 17. https://doi.org/10.1016/j.pragma.2022.04.015CrossRefGoogle Scholar
Maillat, D. (2013). Constraining context selection: On the pragmatic inevitability of manipulation. Journal of Pragmatics, 59, 190199. https://doi.org/10.1016/j.pragma.2013.07.009CrossRefGoogle Scholar
Maillat, D. (2014). Manipulation et cognition: Un modèle pragmatique. In Herman, T. & Oswald, S. (Eds.), Rhétorique et cognition / Rhetoric and cognition. Perspectives théoriques et stratégies persuasives / Theoretical perspectives and persuasive strategies (pp. 6988). Peter Lang.Google Scholar
Maillat, D. (2017). Les manipulations du discours de séduction: Eclairage pragmatique, E-rea, 15(1). https://doi.org/10.4000/erea.5970Google Scholar
Maillat, D. (2020). The argument and the honey pot: A pragmatic account of fallacies of seduction. Journal of Argumentation in Context, 9(1), 124147. https://doi.org/10.1075/jaic.00010.maiCrossRefGoogle Scholar
Maillat, D., & Oswald, S. (2009). Defining manipulative discourse: The pragmatics of cognitive illusions. International Review of Pragmatics, I, 348370. https://doi.org/10.1163/187730909X12535267111651CrossRefGoogle Scholar
Miller, C. (1946). The process of persuasion. Crown Publishers.Google Scholar
Mooney, A. (2004). Co-operation, violations and making sense. Journal of Pragmatics, 36, 899920. https://doi.org/10.1016/j.pragma.2003.10.006CrossRefGoogle Scholar
Nettel, A. L., & Roque, G. (2012). Persuasive argumentation versus manipulation. Argumentation, 26, 5569. https://doi.org/10.1007/s10503–011-9241-8CrossRefGoogle Scholar
Nyberg, D. (1993) The varnished truth: Truth telling and deceiving in ordinary life. University of Chicago Press.Google Scholar
O’Driscoll, J. (2013). The role of language in interpersonal pragmatics. Journal of Pragmatics, 58, 170181. https://doi.org/10.1016/j.pragma.2013.09.008CrossRefGoogle Scholar
O’Driscoll, J. (2017). An interpersonal pragmatic perspective on seductive discourse. e-Rea, 15(1), n.p. https://doi.org/10.4000/erea.5908Google Scholar
O’Keefe, D. J. (2012). Conviction, persuasion and argumentation: Untangling the ends and means of influence. Argumentation, 26, 1932. https://doi.org/10.1007/s10503–011-9242-7CrossRefGoogle Scholar
Parret, H. (1993). Indirection, manipulation and seduction in discourse. In Parret, H. (Ed.), Pretending to communicate (pp. 223238). Walter de Gruyter.Google Scholar
Renner, C. H. (2004). Validity effect. In Pohl, R. F. (Ed.), Cognitive illusions: A handbook on fallacies and biases in thinking, judgment and memory (pp. 201213). Psychology Press.Google Scholar
Richardson, K. (2010). Television dramatic dialogue: A sociolinguistic study. Oxford University Press.CrossRefGoogle Scholar
Salmon, C. (2010). Storytelling: Bewitching the modern mind. Verso.Google Scholar
Seargeant, P. (2020). The art of political storytelling: Why stories win votes in post-truth politics. Bloomsbury Academic.CrossRefGoogle Scholar
Schank, R. C., & Abelson, R. P. (1977). Scripts, plans, goals and understanding: An inquiry into human knowledge structures. Erlbaum.Google Scholar
Sifianou, M. (2001). ‘Oh! How appropriate!’ Compliments and politeness. In Bayraktaroglu, A. & Sifianou, M. (Eds.), Linguistic politeness across boundaries: The case of Greek and Turkish (pp. 391427). John Benjamins.CrossRefGoogle Scholar
Sorlin, S. (2016). Language and manipulation in House of Cards: A Pragma-stylistic perspective. Palgrave Macmillan.CrossRefGoogle Scholar
Sorlin, S. (2017a). The pragmatics of manipulation: Exploiting im/politeness theories. Journal of Pragmatics, 121, 132146. https://doi.org/10.1016/j.pragma.2017.10.002CrossRefGoogle Scholar
Sorlin, S. (2017b). Vers une théorisation du discours séducteur. E-rea, 15(1), https://doi.org/10.4000/erea.5884Google Scholar
Spencer-Oatey, H. (2002). Managing rapport in talk: Using rapport sensitive incidents to explore the motivational concerns underlying the management of relations. Journal of Pragmatics, 34, 529545. https://doi.org/10.1016/S0378–2166(01)00039-XCrossRefGoogle Scholar
Spencer-Oatey, H. (2008). Introduction. In Spencer-Oatey, H. (Ed.), Culturally speaking: Culture, communication and politeness theory (pp. 18). Bloomsbury.Google Scholar
Sperber, D., & Wilson, D. (1995). Relevance: Communication and cognition (2nd ed.). Blackwell.Google Scholar
Thaler, R. H., & Sunstein, C. R. (2008). Nudge: Improving decisions about health, wealth, and happiness. Yale University Press.Google Scholar
Van Eemeren, F. H. (2010). Strategic maneuvering in argumentative discourse. John Benjamins.CrossRefGoogle Scholar
Watzlawick, P., Beavin, J. B. & Jackson, D. (1967). Pragmatics of human communication: A study of interactional patterns, pathologies, and paradoxes. W. W. Norton.Google Scholar
Wilson, J. (2015). Talking with the president: The pragmatics of presidential language. Oxford University Press.CrossRefGoogle Scholar
Wilkinson, T. M. (2013). Nudging and manipulation. Political Studies, 61, 341355. https://doi.org/10.1111/j.1467-9248.2012.00974.xCrossRefGoogle Scholar
Wood, A. W. (2014). Coercion, manipulation, exploitation. In Coons, C. & Weber, M. (Eds.), Manipulation: Theory and practice (pp. 1750). Oxford University Press.CrossRefGoogle Scholar
Zagorin, P. (1990). Ways of lying. Harvard University Press.CrossRefGoogle Scholar

Save book to Kindle

To save this book to your Kindle, first ensure no-reply@cambridge.org is added to your Approved Personal Document E-mail List under your Personal Document Settings on the Manage Your Content and Devices page of your Amazon account. Then enter the ‘name’ part of your Kindle email address below. Find out more about saving to your Kindle.

Note you can select to save to either the @free.kindle.com or @kindle.com variations. ‘@free.kindle.com’ emails are free but can only be saved to your device when it is connected to wi-fi. ‘@kindle.com’ emails can be delivered even when you are not connected to wi-fi, but note that service fees apply.

Find out more about the Kindle Personal Document Service.

  • (Re)framing Persuasion
  • Edited by Sofia Rüdiger, Universität Bayreuth, Germany, Daria Dayter, Tampere University, Finland
  • Book: Manipulation, Influence and Deception
  • Online publication: 10 June 2025
  • Chapter DOI: https://doi.org/10.1017/9781009105194.001
Available formats
×

Save book to Dropbox

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Dropbox.

  • (Re)framing Persuasion
  • Edited by Sofia Rüdiger, Universität Bayreuth, Germany, Daria Dayter, Tampere University, Finland
  • Book: Manipulation, Influence and Deception
  • Online publication: 10 June 2025
  • Chapter DOI: https://doi.org/10.1017/9781009105194.001
Available formats
×

Save book to Google Drive

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Google Drive.

  • (Re)framing Persuasion
  • Edited by Sofia Rüdiger, Universität Bayreuth, Germany, Daria Dayter, Tampere University, Finland
  • Book: Manipulation, Influence and Deception
  • Online publication: 10 June 2025
  • Chapter DOI: https://doi.org/10.1017/9781009105194.001
Available formats
×