Matakuliah
Tahun
: J0612 - Komunikasi Bisnis
: 2010
Pertemuan 10
Writing
Persuasive Messages
Planning the Message
Analyze the Situation
Gather the Information
Select the Medium
Organize the Information
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Analyze the Situation
Audience
Members
Clarify Your Purpose
Decision
Makers
Points of
Resistance
Express Your Purpose
Alternative
Positions
Desired
Actions
Build Your Case
Corporate
Culture
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Analyze the Audience
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Demographics
Psychographics
Gender
Personality
Income
Attitudes
Education
Lifestyle
Other Factors
Other Factors
Preparing the Message
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Gathering
Information
Selecting
the Medium
Logical
Internal Audience
Emotional
External Audience
Writing the Message
Positive Polite Language
Cultural Differences
Organizational Cultures
Speaker Credibility
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Completing the Message
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Evaluate
the Content
Revise for Clarity
and Conciseness
Evaluate Design
and Delivery
Proofread
the Message
Developing
Persuasive Messages
Structuring Your Message
Balancing Emotion and Logic
Reinforcing Your Position
Dealing With Resistance
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Attention
Interest
AIDA Model
Action
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Desire
Persuasive
Messages
Requests
for Action
Presentation
of Ideas
Claims and
Adjustments
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Requests for Action
Gain
Attention
Written
Request
Use Facts,
Figures and Benefits
Make a
Specific Request
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Action
Presentation of Ideas
Message Focus
Support
Decisions
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Expedite
Actions
Encourage
New Attitudes
Reexamine
Opinions
Claims and Adjustments
State the Problem
Review the Facts
Written
Request
Claim or
Adjustment
Motivate the Reader
Make Your Request
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Marketing
and Sales Messages
The Audience
The Competition
Selling Points
and Benefits
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