The pragmatics of manipulation: Exploiting im/politeness theories

Sorlin, Sandrine

doi:10.1016/j.pragma.2017.10.002

Cited by 64 publications

(31 citation statements)

References 42 publications

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“…On compliments in Plautus' comedies, see Unceta Gómez (2019b). 7 Sorlin (2017) defines the limits of the concept of 'manipulation' as follows: 'manipulation could be conceived on a spectrum between persuasion on the one hand and coercion on the other, bearing in mind that manipulation leaning on the side of persuasion would tend to be more belief-based than it is in coercive manipulation. In the latter case, the manipulator would seek to coerce the victims into acting in a certain way (through linguistic/pragmatic-not physical-means) rather than coercing them into adopting the Speaker's beliefs' (Sorlin 2017: 135).…”

Section: Discussionmentioning

confidence: 99%

Pragmatic Approaches to Drama

Martin¹,

Iurescia²,

Hof³

et al. 2021

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Section: Discussionmentioning

confidence: 99%

Pragmatic Approaches to Drama

Martin¹,

Iurescia²,

Hof³

et al. 2021

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show abstract

“…Belyaeva, K. Bredemeyer, S. Sorlin, etc.) [3]; communicative features of personality, validity and correctness of choice of linguistic means by an individual in specific conditions of communication (E. Bern, Y.S. Milkevich, I.A.…”

Section: Methodsmentioning

confidence: 99%

The system of means of expressing the strategy of evasion in dialogical unity

Gushchina

Николаева

2021

E3S Web Conf.

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The research of the system of linguistic means, which express the strategy of evasion in dialogues within the framework of pragmalinguistics, contributes to a comprehensive study of this phenomenon, meeting the requirements of the nowadays scientific demands. The appeal to this topic is due to insufficient knowledge of the system of linguistic and pragmatic means that realize the strategy of evasion in dialogical speech. The aim of this paper describe the specifics of such language system analyzing some works of G. Ibsen, A. Miller, T. Williams and other well-known modern writers. The paper reveals the specifics of a dialogue as well as the phenomenon of speech influence, whose aim is to convince interlocutors consciously and / or unconsciously to accept someone else's point of view. The authors reveal the realization of the strategy of evasion in the dialogical unity studying some corresponding communicative tactics such as repetitions (including resentment, replay, reproach and overexpression), delay of response and mitigation of categoricity of response. All of them are represented by a great variety of multi-level linguistic means. The identified set of communicative tactics of the evasion strategy makes it possible to understand what communicative actions an addresser can perform to influence the addressee.

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“…Sandrine Sorlin analyzes cognitive dissonance in terms of its manipulative impact (Sorlin, 2017). The article by Sebastian Cancino-Montecinos, Fredrik Björklund, Torun Lindholm "Dissonance reduction as emotion regulation: Attitude change is related to positive emotions in the induced compliance paradigm" (2018) focuses on the role of positive emotions in reducing cognitive dissonance.…”

Section: The Conception Of Theoretical Researchmentioning

confidence: 99%

Cognitive dissonance as factor of influence in American courtroom discourse

2021

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The article reveals the specificity of cognitive dissonance in courtroom discourse as one of the mechanisms of communicative influence on the recipients. Two types of the phenomenon in question are grounded: dissonance caused by real-life facts, which include the nature of the crime itself, and dissonance artificially created by the prosecutor and the defense lawyer to persuasively influence the jury and the judge. Common is the use of a narrative as a persuasive, arousing the associative activity of the recipients by contrasting the axiological features of the concepts; combining elements of rational and emotional communicative influence. Distinctive features include the communicative strategies and tactics used by speakers and the choice of concepts around which communicative influence is modeled. The speeches of the prosecutor and the defense lawyer represent a kind of battle of narratives and a contest of cognitive dissonance. The research results in the following findings: the narrative that not only causes cognitive dissonance but also implicitly presents a way to overcome psychological discomfort and harmonize elements of the cognitive structure in the minds of the recipients wins.

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The pragmatics of manipulation: Exploiting im/politeness theories

Abstract: International audienc

Cited by 64 publications

References 42 publications

Pragmatic Approaches to Drama

Pragmatic Approaches to Drama

The system of means of expressing the strategy of evasion in dialogical unity

Cognitive dissonance as factor of influence in American courtroom discourse

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