Scholarly record

COMMUNICATIVE TACTICS OF PERSUASION IN SALES (LEXICAL-SEMANTIC ASPECT)

J. Ageeva

Abstract

The report describes effective and non-effective communication tactics that implement a basic communicative strategy of the main communicant (tourism manager) a persuasion strategy. The specific nature of verbal reasoning strategy is determined in comparison with a persuasion strategy. The response (reactive) actions of the passive communicant - a client of the travel agency - are presented. A comprehensive analysis of cooperative and confrontational strategies using methods of interpretation and description, generalization and analysis is given in a communicative-pragmatic aspect. Characteristics of language indicators of these speech actions are focused on the description of lexical- semantic level because the lexical and semantic units are understudied being the most promising objects for studies at the same time. The tactics of threat as a part of the persuasion strategy is of particular interest because it is represented by a large number of communicative actions in different implementations (threat to the safety of life, threat of poor living conditions, etc.). The most productive are the argumentative moves based on an appeal to feelings. The lexical indicators of tactics are revealed. They are both nouns and adjectives with negative and positive connotations, semantic cliches. The materials and conclusions of the paper may be useful for pragma- and sociolinguistics, intercultural communication, and also in planning the development of business communication.

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DOI resolver: doi.org/10.5593/sgemsocial2017/32/S14.081

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