Teaching Students the Persuasive Message Through Small Group Activity
http://bcq.sagepub.com/cgi/reprint/71/1/80
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  peer-reviewed

Creelman, Valerie
Business Communication Quarterly
2008

Abstract:

Teaching students to write persuasive messages is a critical feature of any undergraduate business communications course. For the persuasive writing module in my course, students write a persuasive message on the basis of the four-part indirect pattern often used for sales or fund-raising messages. The course text I use identifies these four components by their rhetorical functions: gain attention, build interest, reduce resistance, and motivate action.