Business Administration - Accounting & Financial Planning EAC349 Chapter Notes - Chapter 9: Pathos, First Statement, Faster Payments Service
29 Jul 2013
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Pathos: appeals to values, needs, beliefs emotional appeal. Logos: appeals to sound reasoning or logic. Ethos: audience perception of speaker"s good character or credibility. Businesses of 21st century depend on persuasion to get quality work done. Strength depends on argument, credibility and emotional appeal: accurately document sources, credibility sources: knowledge, image, relationships track record, citing experts. Build it by being factual, specific and reliable: emotional appeal makes the reader want to do what you ask. Conscious memory explains only 5% of the reasons people buy. Strategy differs with org: one firm requires direct and forceful proposal while other may not appreciate it. Persuasive direct request when want responses for easy requests or ensure busy readers read the message. Consider requesting immediately delay if abrupt or several purposes. Give readers the information needed to act on your request: number the questions so reader can check everything is answered. In a claim (defective product), explain what happened add invoice number & date.
