Using the word “you” can prompt action. Using the words “we” or “us” can prompt inaction or passivity.
I like how Michelle Mazur worded it in her story at How to Kill A Persuasive Speech With One Tiny Word – Business 2 Community:
Mazur says that the the most important word in any presentation is “you” because it gets people to take action and responsibility for what you’re telling them to do.
It can also increase offenses and adds a sense of precocious demand to those who use it, but it can sure be effective!
In grad school, I studied Attitude Theory under Dr. Hamilton at Pittsburg State University‘s Communication Department. Below is the second part of my response to a final question about persuasion and human attitude theory.
Click here to read Part One
Let’s return to the persuasion techniques suggested by the literature. First, consider rational arguments. By appealing to the rational mind of the reader, the editor is able to suggest reasons for thinking a certain way and therefore argue why the reader should accept the new viewpoint or take a suggested action. Secondly, consider assertiveness. Using an assertive approach, the editor can tell the readers why they need to take on the new mindset or action. Often this assertive approach uses fear or dislike within the reader to bolster the arguments.
For example: An editor writing against a proposed nuclear power plant in the area could use assertive statements like, “The threat of nuclear contamination would be playing in our own backyards.” This statement could prey upon fears the reader may already be experiencing. However, for the highly involved readers who think this would not be a threat or have been convinced that the plant is highly beneficial for economic reasons, such arguments could cause them to swing to the rational argument that the assertive fear-inducing argument of the editor is simply not reasonable. Therefore, they might conclude, the editor himself is not a credible source for information.
In grad school, I studied Attitude Theory under Dr. Hamilton at Pittsburg State University’s Communication Department. Below is my response to a final question about persuasion and human attitude theory.
The debate about persuasion is one that theorists have long been questioning and the debate is still out. However, my research shows that there are techniques that at least help bring the recipient closer to a place of persuasion. According to my research concerning editorials and persuasion, editors and scholars have a variety of opinions about whether editorials should attempt to persuade readers to a certain point of view.
Through a survey of editors in the Midwest and research in the literature, I found that there are specific purposes for editorial pages. The three purposes were as follows:
- First, to provide a public service to the readers. That is, to provide the reader with an admittedly subjective look at a topic that is in the interest of the public mind.
- Secondly, editorials are an influence tool used to persuade the audience of readers to a specific point of view. (There are some editorials that are not attempting to persuade but they are attempts to get the readers riled or upset enough to get a response. These editorials typically take a strong view of a particularly controversial topic and are not usually trying to persuade but to simply increase reader involvement and thought.
- Thirdly, editorials have a two-fold purpose: to reflect and to lead public opinion.
In the non-scientific survey that I used to question editors, I found that editors often related an editorial that they said persuaded people to act in a certain manner. This suggests that people can be persuaded, but I think this is glorifying the ability of editorials a little much and down playing the rational mind of readers. I agree that editorials can have an influence on the thinking patterns of readers and contribute toward a persuasion, but I have yet to see any study that eliminates the many variables involved in such a public attempt at persuasion as editorials. Therefore, I concede that editorials can be contributing factors toward persuasion, but I would provide rebuttal to the editors examples. One Joplin Globe editor said they wrote an editorial about city police officers patrolling on I-44. The police department later changed its policy (the editor attributed this change to his editorial), but I suggest that by placing issues in the public eye, the fear of public disapproval or even the lash of the public tongue is more influential than the actual editorial itself. Yes, this is part of the process that caused the persuasion to change but a sole contributing factor? I don’t agree.
While research shows that editorial pages are the second most highly read pages in newspapers, I suggest from my own experience that the people who read the editorials carefully are those who are highly involved in the issues addressed in the editorials they read. The research shows that those highly involved people are more likely to develop counter-arguments to the arguments toward a certain viewpoint proposed by the editor.
Therefore, the consequences of attempting to persuade high-involved audiences is more likely to be negative rather than positive. Still, there are many readers who may be persuaded. Research suggests that there are several persuasion techniques to use:
- Rational arguments,
- Passionate appeals, and
- Even by presentation of a topic that they expect to have to discuss in the future.