Persuasive conduct: Alignment and resistance in prospecting 'cold' calls

Social psychology has theorized the cognitive processes underlying persuasion, without considering its interactional infrastructure—the discursive actions through which persuasion is accomplished interactionally. Our article aims to fill this gap, by using discursive psychology and conversation anal...

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Bibliographic Details
Main Authors: Bogdana Huma, Elizabeth Stokoe, Rein Sikveland
Format: Default Article
Published: 2018
Subjects:
Other human society not elsewhere classified
Other language, communication and culture not elsewhere classified
Persuasion
Discursive psychology
Resistance
Conversation analysis
Preference organization
Cold calls
Sales
Social influence
Prospecting
Presequences
Language, Communication and Culture not elsewhere classified
Studies in Human Society not elsewhere classified
Online Access:https://hdl.handle.net/2134/33404
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