Keywords
oral persuasion, values, communication framing, MBA, online pedagogy
Disciplines
Business
Abstract
The purpose of this study is to propose online pedagogical exercises instructing MBA students (MBAs) on the use of a persuasion technique. This technique calls for the framing of oral arguments with a collocutor’s values. MBAs experience this framing technique in a role play. Then, they identify opportunities to employ this technique in their workplace. Free-form surveys and ratings completed by MBAs and collocutors (i.e., role-play partners) suggest preliminary support for basing one’s conversational arguments on the values of a collocutor. Such a persuasion strategy may be an effective way of moderating the other person’s opinion.
Original Citation
Costigan, D. R., Brink, E. K. (2021). Persuading With a Collocutor’s Values. Business Education Innovation Journal, 13(2), 86-94.
ScholarWorks Citation
Costigan, Robert D. and Brink, Kyle, "Persuading With a Collocutor’s Values" (2021). Open Access Publishing Support Funded Articles. 131.
https://scholarworks.gvsu.edu/oapsf_articles/131
