Добавил:
Upload Опубликованный материал нарушает ваши авторские права? Сообщите нам.
Вуз: Предмет: Файл:
Text_pdf.pdf
Скачиваний:
118
Добавлен:
12.06.2015
Размер:
2.01 Mб
Скачать

2.

senior citizens

b.

ideas, which are present but need particular conditions to become

 

 

 

active

 

 

 

 

3.

formal opinion

c.

people who can influence their peers because of some special

 

leaders

 

characteristic

 

 

 

 

4.

informal leaders

d.

to cause an idea to appear

 

 

 

 

5.

role models

e.

money given without wanting anything in exchange

 

 

 

 

6.

to exert pressure

f.

people who have reached the official age when they can stop working

 

 

 

regularly

 

 

 

 

7.

persuasion

g.

a person who is the same age or has the same social position as other

 

 

 

people in a group

 

 

 

 

8.

latent opinions

h.

to use force of some kind

 

 

 

 

9.

peer

i.

people holding formal leadership positions

 

 

 

 

10.

donation

j.

an act of making you want to do or believe a particular thing

 

 

 

 

3. Reading

Reading 10.1.

Read the text “Source Credibility” and answer these questions.

1.Why is it important for a message to have credibility?

2.What are the three factors that source credibility is based on?

Source Credibility

A message is more believable to the intended audience if the source has credibility. This was Aristotle’s concept of ethos, and it explains why organizations use a variety of spokespeople, depending upon the message and the audience.

Source credibility is based on three factors. One is expertise. Does the audience perceive the person as an expert on the subject? Companies, for example, use engineers and scientists to answer news conference questions about how an engineering process works or whether an ingredient in the manufacturing process of a product presents a potential hazard.

The second component is sincerity. Does the person come across as believing what he or she is saying? Robin Williams may not be an expert on all the products he endorses, but he does get high ratings for sincerity.

The third component, even more elusive, is charisma. Is the individual attractive, selfassured, and articulate, projecting an image of competence and leadership?

- 192 -

Ideally, a source will exhibit all three attributes. Steve Jobs, president of Apple*, is a good example. He is highly credible as an expert on Apple products because he is one of the company’s founders and also a “geek” in his own right. In countless media interviews and trade show presentations, he comes across as a candid, open individual who really believes in the company’s products. Jobs also has charisma; he is self-assured, confident, and articulate. His standard uniform

– the open-neck shirt, the vest, and the designer jeans – gives him additional aura as a legendary figure in the computer industry.

(Wilcox, Dennis L., et al. Essentials of Public Relations. New York: Longman., 2001. P. 185)

Notes

Apple Inc. is an American multinational corporation with a focus on designing and manufacturing consumer electronics and closely related software products. Headquartered in Cupertino California, Apple develops, sells, and supports a series of personal computers, portable media players, computer software, and computer hardware accessories. Apple also operates an online store for hardware and software purchases, as well as the iTunes Store, a comprehensive offering of digital downloadable music, audiobooks, games, music videos, TV shows, and movies (“Wall Street Journal” Wikipedia. 10 Oct. 2007. 10 Oct 2007 <http://en.wikipedia.org/wiki/Apple_Inc.> )

Reading 10.2.

Read the text “Content and Structure of Messages” and answer these questions.

1.Why are different techniques used when delivering a message?

2.Which devices are mentioned in the text?

3.Can you give your own examples of using the techniques mentioned ?

Content and Structure of Messages

A number of techniques can make a message more persuasive. Writers throughout history have emphasized some information while downplaying or omitting other pieces of information. Thus they addressed both the content and structure of messages.

Expert communicators continue to use a number of devices, including (1) drama, (2) statistics, (3) surveys and polls, (4) examples, (5) testimonials, (6) mass media endorsements, and

(7) emotional appeals.

Drama. Because everyone likes a good story, the first task of a communicator is to get the audience attention. This is often accomplished by graphically illustrating an event or situation.

- 193 -

Newspapers often dramatize a story to get reader interest in an issue. Thus we read about the family evicted from its home in a story on the increase in bankruptcies; the old man who is starving because of welfare red tape; or the worker disabled because of toxic waste. In newsrooms, this is called humanizing an issue.

Notes

International Business Machines Corporation (IBM) is a multinational computer technology and consulting corporation headquartered in Armonk, New York, USA. The company is one of the information technology companies with a continuous history dating back to the 19th century. IBM manufactures and sells computer hardware and software, and offers infrastructure services, hosting services, and consulting services in areas ranging from mainframe computers to nanotechnology.

(“Wall Street Journal” Wikipedia. 10 Oct. 2007. 10 Oct 2007 <http://en.wikipedia.org/wiki/IBM>.)

A more mundane use of dramatizing is the so-called application story, sent to the trade press. This is sometimes called the case study technique, in which a manufacturer prepares an article on how an individual or a company is using the product. IBM*, for example, provides a number of application stories about the unique ways in which its products are being used.

Statistics. People are impressed by statistics. Use of numbers can convey objectivity, size, and importance in a credible way that can influence public opinion. Caterpillar*, for example, got considerable media publicity for its new 797 mining dump truck by combining statistics and some humor…

Notes

Caterpillar Inc (Cat ) is a United States-based corporation headquartered in Peoria, Illinois. Caterpillar (commonly referred to simply as CAT) is, according to their corporate website, “the world’s largest manufacturer of construction and mining equipment, diesel and natural gas engines, and industrial gas turbines.”

(“Wall Street Journal” Wikipedia. 10 Oct. 2007. 10 Oct 2007 <http://en.wikipedia.org/wiki/Caterpillar_Company.>)

- 194 -

Соседние файлы в предмете [НЕСОРТИРОВАННОЕ]