INTERVENING IN COLLECTIVITIES USING PERSUASIVE ARGUMENTATION

Main Article Content

Queralt Prat-i-Pubill
Josep Maria Lozano
Prior research claims that argumentative persuasion, or meaning-making, can be used to successfully intervene in organizational settings. However, it is not clear how persuasive narratives affect individuals and how meaning-making is operationalized. The present study uses linguistics and ethology research to explain how meaning is created and structured. These are alternative disciplines to the rhetoric, narrative and storytelling currently utilized in management. We explain how to reach human sensibility and how, therefore, to transform the original enquiry on focus on superficial argumentative persuasion to a focus on immanent structures of persuasion that are related to axiological choices. This shifted focus allows for the creation of potent narratives which are able to intervene in collectivities.
Paraules clau
Narrative, Intervention, Sensibility, Value, Persuasion, Rhetoric

Article Details

Com citar
Prat-i-Pubill, Queralt; and Lozano, Josep Maria. “INTERVENING IN COLLECTIVITIES USING PERSUASIVE ARGUMENTATION”. Ramon Llull Journal of Applied Ethics, vol.VOL 1, no. 5, pp. 65-89, https://raco.cat/index.php/rljae/article/view/283986.
Biografies de l'autor/a

Queralt Prat-i-Pubill, ESADE, Ramon Llull University

Professor and researcher at the Institute for Social Innovation at ESADE and member of the research team of CETR.

Josep Maria Lozano, ESADE, Ramon Llull University

Professor in the Department of Social Sciences at ESADE, and senior researcher in CSR at the Institute for Social Innovation.He also form part of the academic team of the Chair in Leaderships and Democratic Governance.