© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 1

Writing Writing Persuasive MessagesPersuasive Messages

Writing Writing Persuasive MessagesPersuasive Messages

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 2

Planning Writing Completing

Analyze SituationAnalyze Situation

Gather InformationGather Information

Select MediumSelect Medium

Get OrganizedGet Organized

ReviseRevise

ProduceProduce

ProofreadProofread

DistributeDistribute

Analyze the Audience

Analyze the Audience

Composethe MessageCompose

the Message

Three-Step Writing Three-Step Writing ProcessProcess

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 3

Planning the MessagePlanning the Message

Analyze Your situationAnalyze Your situation

Gather InformationGather Information

Select the mediumSelect the medium

Organize InformationOrganize Information

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 4

Analyze Your SituationAnalyze Your Situation

The PurposeThe Purpose

Changing AttitudesChanging Attitudes

Motivating DecisionsMotivating Decisions

Requesting ActionsRequesting Actions

The AudienceThe Audience

DemographicsDemographics

PsychographicsPsychographics

ExpectationsExpectations

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 5

Gather InformationGather Information

LogicalLogicalLogicalLogical

BalancedBalancedBalancedBalanced

EmotionalEmotionalEmotionalEmotional

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 6

Select the Right Select the Right MediumMedium

Persuasive MessagesPersuasive Messages

Marketing MessagesMarketing Messages

Sales MessagesSales Messages

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 7

Organize the MessageOrganize the Message

Direct Approach(Deductive)

Direct Approach(Deductive)

Indirect Approach(Inductive)

Indirect Approach(Inductive)

Limited ScopeLimited Scope

Audience ReactionAudience Reaction

Corporate CultureCorporate Culture

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 8

Writing the MessageWriting the Message

Appropriate LanguageAppropriate Language

Multicultural DifferencesMulticultural Differences

Corporate CulturesCorporate Cultures

Your CredibilityYour Credibility

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 9

Completing the Completing the MessageMessage

Evaluate the ContentEvaluate the Content

Revise the MessageRevise the Message

Ask for AdviceAsk for Advice

Critique the DesignCritique the Design

Proofread the MessageProofread the Message

Deliver the MessageDeliver the Message

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 10

Persuasive MessagesPersuasive Messages

Framing the ArgumentFraming the Argument

Balancing Logic and EmotionBalancing Logic and Emotion

Reinforcing Your PositionReinforcing Your Position

Dealing with ResistanceDealing with Resistance

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 11

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 12

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 13

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 14

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 15

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 16

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 17

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 18

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 19

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 20

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 21

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 22

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 23

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 24

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 25

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 26

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 27

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 28

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 29

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 30

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 31

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 32

© Prentice Hall, 2007 Business Communication Essentials, 3e Chapter 9 - 33