Telemarketing – between persuasion and manipulation Cover Image

Telemarketing – perswazja a manipulacja
Telemarketing – between persuasion and manipulation

Author(s): Piotr Barski
Subject(s): Communication studies, Sociology
Published by: Polskie Towarzystwo Retoryczne
Keywords: telemarketing; persuasion; peripheral route

Summary/Abstract: This article explores a telemarketing encounter as a rhetorical situation. With the increasing popularity of this form of contacting prospective clients, it is important to analyse the persuasive techniques involved, as well as their potential for manipulation. The telemarketing encounter is discussed from the perspective of key techniques of exerting influence. It also presents the underlying script used by the marketer and the context of telephone conversation. It explains the manipulative potential of telemarketing in terms of relying on the peripheral rather than central route in message processing.

  • Issue Year: 5/2018
  • Issue No: 1
  • Page Range: 64-80
  • Page Count: 17
  • Language: Polish