Doctorat en philosophie et lettres / info:eu-repo/semantics/nonPublished

In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction. / Education, Faculty of / Language and Literacy Education (LLED), Department of / Graduate

This thesis explores the role, if any, that implicature plays as a strategy in informal debate. Transcripts of spontaneous debates from television and radio public affairs talk shows were analyzed with a focus on the use of implicature as a strategic rhetorical tool employed to gain advantage in an argument.

The problem of this investigation was to identify the persuasive speaking techniques of private Black college and university presidents in their fund-raising efforts to support the educational programs of Negro colleges and universities. This study did not seek to defend nor justify the arguments for the existence nor nonexistence of these institutions. It focused on techniques of speaking whereby men attempted to alter reality by adjusting ideas to people and people to ideas. The evidence tended to support the conclusion that there is some relationship between speaking and fund-raising. The speeches probably produced some effect on the audiences. They (1) provided a voice to make the appeals for funds, (2) defended the posture of private Black colleges and universities, (3) provided a primary source of information about these institutions, (4) reinforced common beliefs, and (5) provided impetus for the like-minded to persevere.

The utility of narrative as a persuasive mechanism has been increasingly investigated in recent years especially within the context of health behaviors. Although many studies have noted the effectiveness of narrative-based persuasive appeals, conceptual inconsistencies have made it difficult to determine what specific aspects of narrative messages lead to the most effective persuasive outcomes. In the present study, 145 female college students were randomly assigned to read one of four narrative health messages about a female freshman college students experiences with the human papillomavirus (HPV). Two elements of the narrative message structure were manipulated: the message frame (gain framed vs. loss framed), and the grammatical person of the text (first-person vs. third-person).The messages were presented via the medium of an online blog. After reading a narrative participants responded to a brief questionnaire designed to measure perceptions of threat regarding HPV contraction, perceptions of efficacy regarding HPV prevention, and intentions to get the Gardasil vaccine. Participants exposed to loss framed messages reported higher levels of perceived threat (susceptibility and severity) than participants exposed to gain framed messages although participants in the gain framed message conditions reported higher levels of perceived self-efficacy. Significant correlations were also found between levels of reported character identification and the two threat variables. No effects were found for grammatical person.

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Linguistics and Modern Languages / M.A. (Linguistics)

This thesis establishes a theoretical framework for understanding virtual spaces and roleplaying in relation to Ian Bogost's theory of "procedural rhetoric," the art of persuading through rule systems alone. Bogost characterizes the persuasive power of games as setting up an Aristotelian enthymeme--an incomplete argument--that one completes through play; however, I argue that the dominant rhetoric intended by a team of game designers is subject to manipulation through player choice. Discrete structures within the play experience cause the meaning-making possibilities of a game object to pullulate in a number of directions. Procedural rhetoric is not comprehended or created when reflected back upon after play: we interrogate it, piece it together, and change it through play. If rules are how the designers express themselves through videogames, then the player expresses herself by forming a personal ruleset--a modus operandi or ethical system--in response to the dominant rhetoric. Furthermore, game space is not merely the place where this dialectic occurs; it also embodies a ruleset in the way it organizes objects and directs the flow of play. The thesis proposes a model by which games, which are "half-real" according to theorist Jesper Juul, can be judged intersubjectively--that is, in a way that accounts for the objectivity of their rulesets and the subjectivity of player experience. By fully understanding the dynamic between the three procedural influences of rules, space, and identity, we can learn more about designing persuasive game systems and enhance the possibilities of subversive play.

published_or_final_version / Education / Doctoral / Doctor of Philosophy