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Pertemuan 10 Writing
Persuasive Messages
Matakuliah : J0012/ Komunikasi Bisnis ITahun : 2008
Bina Nusantara
Planning the Message
Analyze the SituationAnalyze the Situation
Gather the InformationGather the Information
Select the MediumSelect the Medium
Organize the InformationOrganize the Information
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Analyze the Situation
Audience Members
Decision Makers
Alternative Positions
Corporate Culture
Points ofResistance
DesiredActions
Clarify Your PurposeClarify Your PurposeClarify Your PurposeClarify Your Purpose
Build Your CaseBuild Your CaseBuild Your CaseBuild Your Case
Express Your PurposeExpress Your PurposeExpress Your PurposeExpress Your Purpose
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Analyze the Audience
IncomeIncomeIncomeIncome
GenderGenderGenderGender
EducationEducationEducationEducation
Other FactorsOther FactorsOther FactorsOther Factors
DemographicsDemographicsDemographicsDemographics
AttitudesAttitudesAttitudesAttitudes
PersonalityPersonalityPersonalityPersonality
LifestyleLifestyleLifestyleLifestyle
Other FactorsOther FactorsOther FactorsOther Factors
PsychographicsPsychographicsPsychographicsPsychographics
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Preparing the Message
GatheringGatheringInformationInformationGatheringGathering
InformationInformationSelecting Selecting
the Mediumthe MediumSelecting Selecting
the Mediumthe Medium
LogicalLogicalLogicalLogical
EmotionalEmotionalEmotionalEmotional
Internal AudienceInternal AudienceInternal AudienceInternal Audience
External AudienceExternal AudienceExternal AudienceExternal Audience
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Writing the Message
Positive Polite LanguagePositive Polite Language
Cultural DifferencesCultural Differences
Organizational CulturesOrganizational Cultures
Speaker CredibilitySpeaker Credibility
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Completing the Message
EvaluateEvaluatethe Contentthe Content
EvaluateEvaluatethe Contentthe Content
Revise for ClarityRevise for Clarityand Concisenessand Conciseness
Revise for ClarityRevise for Clarityand Concisenessand Conciseness
Evaluate Design Evaluate Design and Deliveryand Delivery
Evaluate Design Evaluate Design and Deliveryand Delivery
ProofreadProofreadthe Messagethe Message
ProofreadProofreadthe Messagethe Message
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Developing Persuasive Messages
Structuring Your Message
Balancing Emotion and Logic
Reinforcing Your Position
Dealing With Resistance
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InterestInterestAttentionAttention
DesireDesireActionAction
AIDA ModelAIDA Model
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PersuasivePersuasiveMessagesMessages RequestsRequests
for Actionfor Action
RequestsRequestsfor Actionfor Action
PresentationPresentationof Ideasof Ideas
PresentationPresentationof Ideasof Ideas
Claims andClaims andAdjustmentsAdjustments
Claims andClaims andAdjustmentsAdjustments
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Requests for Action
ActionActionActionActionWrittenWrittenRequestRequestWrittenWrittenRequestRequest
GainGainAttentionAttention
GainGainAttentionAttention
Use Facts,Use Facts,Figures and BenefitsFigures and Benefits
Use Facts,Use Facts,Figures and BenefitsFigures and Benefits
Make aMake aSpecific RequestSpecific Request
Make aMake aSpecific RequestSpecific Request
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Presentation of Ideas
Message FocusMessage FocusMessage FocusMessage Focus
SupportSupportDecisionsDecisions
SupportSupportDecisionsDecisions
ExpediteExpediteActionsActions
ExpediteExpediteActionsActions
EncourageEncourageNew AttitudesNew Attitudes
EncourageEncourageNew AttitudesNew Attitudes
Reexamine Reexamine OpinionsOpinions
Reexamine Reexamine OpinionsOpinions
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Claims and Adjustments
Claim orClaim orAdjustmentAdjustment
Claim orClaim orAdjustmentAdjustment
WrittenWrittenRequestRequestWrittenWrittenRequestRequest
State the ProblemState the ProblemState the ProblemState the Problem
Review the FactsReview the FactsReview the FactsReview the Facts
Motivate the ReaderMotivate the ReaderMotivate the ReaderMotivate the Reader
Make Your RequestMake Your RequestMake Your RequestMake Your Request
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Marketing and Sales Messages
The CompetitionThe Competition
Selling PointsSelling Pointsand Benefitsand Benefits
The AudienceThe Audience
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