Ethical Persuasion The reason for this paper is to give details on the importance of ethical behavior and its significance in persuasion. It will point out current events where ethics and lack of ethics heavily influence persuasion. This paper will also, define ethical theories, and explore the impact ethical practices have on persuasion.

Ethical Persuasion
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Ethical Persuasion

The reason for this paper is to give details on the importance of ethical behavior and its

significance in persuasion. It will point out current events where ethics and lack of ethics heavily

influence persuasion. This paper will also, define ethical theories, and explore the impact ethical

practices have on persuasion.

The importance of ethical behavior is to abide by a set of unwritten rules that is either aimed

at a status quo performance, like majority of people who choose to reap the benefits of the doing

what is expected of us. On the other hand ethical behavior can have a negative side in which

certain people choose to scheme, trick, or deceive others for personal gain. The significance of

both positive or ethical behavior and its significance in persuasion is the underlying message

attained by the receiver at the end of interaction.

When you exert positive ethical behavior and apply this to persuasion, there is little room in

the thought process of the receiver to not believe or at least consider what is being offered. One

example of this is when I go to the Commissary, in Fort Leonard Wood, Missouri; I am normally

bombarded with different venders trying to catch my eye with invigorating mottos regarding

the product they are trying get me to taste. I normally try a sample and finish my shopping then

leave. I can always rest assure that there is never a hassle trying to persuade me to go to the

Commissary to grocery shop because I know, by the time I leave the store, I won’t be hungry.

Due to the reciprocity of the vendors and the entire Commissary atmosphere, they have

persuaded a non believer of shopping to become a dedicated shopper with positive verbal

greetings and their play on emotions with food. The best theory to describe how constructive

traits operate would be through the “The Direct Effects Model of Immediacy”. The book states

Ethical Persuasion
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that the Direct Effects Model “suggests that warm, involving, immediate nonverbal behaviors

significantly enhance the persuasive effects of a message” (Andersen, 1985, 1999; Segrin, 1993).

This ultimately allows the receiver to open up and feel more comfortable in order for a better

chance at persuasion.

Unethical behavior and persuasion are looked upon as immoral. In order to fully grasp the

concept on unethical behavior and persuasion you have to understand how something is declared

immoral. These are the rules that people know is right but instead they choose to satisfy their

personal goal which is to deceive as many people with games such as reverse psychology,

manipulation, or seduction. Deconstructive traits such as verbal aggressiveness and hostility play

roles leading up to the gimmicks and seduction of negative ethical behavior. The book states

“Research on argumentativeness and verbal aggressiveness has examined how the persuasion

process is influenced by these traits” (Seiter p. 126). One ethical theory that impact ethical

practices is “Nonverbal immediacy behaviors are nonverbal acts that simultaneously signal

warmth, decrease psychological or physical distance between communicators, are interpersonally

stimulating, and signal availability for communication” (Andersen, 1985). Another ethical theory

is the Likelihood Expectancy Model which states: (Seiter 2011, p. 176).

The first type of persuasion results from the careful and thoughtful consideration of the

merits of the information presented in a message and is called the central route. The second type

of persuasion results from cues in a persuasive context, such as an attractive source, without

necessitating scrutiny of the actual merits of the information; this is called the peripheral route.

In conclusion, ethical behavior is assessed in either a positive or negative way. Depending

on the overall tactics used in the process of persuasion, this will determine if the person used

moral behavior or not. Deconstructive and constructive language plays a part in being able

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Ethical Persuasion
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to distinguish the difference in terms of positive or negative persuasion. Ethical behavior and

persuasion share a dual quality of they both are able to change minds. The significance of both

positive or ethical behavior and its significance in persuasion is the underlying message attained

by the receiver at the end of interaction and the tools used in order to change a person mind.

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