Supeno Supeno


In order to persuade, a speaker must analyze the speech situation and adapt his or her speech to it. In discussions about rhetoric, Aristotle is recognized as an expert in rhetoric who devoted more than a third of his Art of Rhetoric to study of the audience. Ever since, rhetoricians have taught that a speaker who would persuade others to believe and to act in a certain way must understand how the listeners feel, what they want, and what they need; the speaker must begin where the listeners are. A persuasive writing or speaking is often aimed at the heart or the stomach instead of the head. That is, some things or reasons are more acceptable to the readers or listeners’ feeling (in the stomach) than to their logic (in the head) . Instead of being logical only, therefore, a persuasive speaker needs to add some strategies to win the listeners’ assent. Discussed in terms of tripartite as the core theory of rhetoric, this paper is intended to analyse English students’ replies to their customers’ requests through WhatsApp business role-playing. The findings show that most of the students’ replies need to be rhetorically modified to make them more persuasive.


logos, pathos, ethos, rhetorical

Full Text:



Andersen, P. H. (2001). “Relationship Development and Marketing Communication: an Integrative Model” (Journal of Business & Industrial Marketing). MCB University Press.

Burton, G. O. (2004). “Branches of Rhetoric (Silva Rhetoricae)”. Brigham: Brigham Young

University. Retrieved from: http://humanities.byu.edu/rhetoric/Oratory/Branche sofOratory.htm.

Docimo, K. and Littlehale, K. (2018). “The Rhetorical Triangle: Ethos, Pathos, Logos”. USA: Storyboard. Retrieved from: https://www.storyboardthat.com/articles/e/ethos-pathos-logos

Kogen, M. (Ed.). (1989). Writing in the Business Professions. USA: NCTE and the Association for Business Communication. Cramer, A. (2005).“Definitions of Rhetoric: Archipelago Rhetorica”. Retrieved from: http://www.andrew.cmu.edu/user/pcramer/defrhet.html

Daniel, C. (2006). “Understanding Rhetoric: Persuasion in Action (material)”. Australia: University of South Australia. Retrieved from: http://www.unisanet.unisa.edu.au/rhetoric/persuasi on.htm

Eidenmuller. (2006). “Presidential Rhetoric”. Texas: Texas A&M University. Retrieved from: http://www-bushschool.tamu.edu/cps/prez/rhetoric

Fadeeva, A.A. and Kalinin, V.F. (2012). “The Imprtance of Cross-Cultural Understanding for ESL Students”. Tambov State Technical University, Tambov Recommended for Publication by Doctor of Philology, Professor M.N. Makeyeva. No. 4(42). 2012. DOI: 378:811.111.

Gonzales, S. (2002). “A Remainder of the Power of Words”. Seattle: Seattle Post Intelligencer. Retrieved from: http://www.commondreams.org/cgibin/print.cgi?file= /views02/0611- 05.htm

Hooker, J. (2008). “Cultural Differences in Business Communication”. UK: Tepper School of Business Carnegie Mellon University. Retrieved from: https://public.tepper.cmu.edu/jnh/businessCommun ication.pdf

Kneffel, D. (1991). Aims of the Essay: A Reader and Guide. Massachusetts: Allyn and Bacon.

Lewicki, R. J.; David M. Saounders; John W. Minton. (1999). Negotiation. New York: The McGraw-Hill Companies.

Moor, A. de and Hans Weigand. (2004). “Business Negotiation Support: Theory and Practice”. Tilburg University: Infolab Dept. of Information System and Management.

Morin, P. (2011). “Ethos, Pathos, Logos: Three Words to Make You More Persuasive and a Better Marketer”. Company Founder Com. Retrieved from:http://www.companyfounder.com/2011/04/ethos- pathos-logos-three-words-to-make-you-more-persuasive-and-a-better-marketer/#

Newall, P. (2012). “Rhetoric”. Retrieved from: http://www.galileanlibrary.org/int21.html

Nunan, D. (1993). Introducing Discourse Analysis. England: Penguin Books Ltd.

Peleckis, K. and Peleckiene, V. (2015). “Persuasion in Business Negotiations: Strategic Orientations and Rhetorical Argumentation”. Universal Journal of Management 3(10): 413-422, 2015. DOI: 10.13189/ujm.2015.031006. Lithuania: Vilnius Gediminas Technical University.

Press, B. (2002). “The Myth of the Liberal Media Rides Again”. Cable News Network (CNN). Retrievedfrom: www.cnn.com/2002/ALLPOLITICS/02/21/column.billpress/index.html

Roberts, W. R. (2004a). Rhetoric by Aristotle 350 BC. (Book I). Copyright by Lee Honeycutt.

Roberts, W. R. (2004b). Rhetoric by Aristotle 350 BC. (Book II). Copyright by Lee Honeycutt.

Roberts, W. R. (2004c). Rhetoric by Aristotle 350 BC. (Book III). Copyright by Lee Honeycutt.

Stein, W. (2002). “The Basics of Aristotelian Rhetoric: The History of Rhetoric”. University of Central Oklahoma. Retrieved from: http://www.libarts.ucok.edu/english/rhetoric2/rheto ric.htm

Steffens, N.K. and Haslam, S.A. (2013). “Power through ‘Us’: Leaders’ Use of We-Referencing Language Predicts Election Victory”. PLoS One. 2013; 8(10): e77952. DOI: 10.1371/journal.pone.0077952. Retrieved from: https://www.ncbi.nlm.nih.gov/pmc/articles/PMC38 06781/

Thomson, T. (Ed.). (2000). Writing About Business: The New Columbia Knight-Bagehot Guide to Economics and Business Journalism. USA: Columbia University Press.

Triparthi, R. (2016). “Professional Ethics in English Language Teaching”. International Journal of English Literature and Culture. Vol. 4(6), pp. 104-107, July 2016. DOI:10.14662/IJELC2016.054. Allahabad: University of Allahabad.

Wheeler, K. L. (2005). “Rhetoric”. Copyright 1998-2005. Retrieved from: http://web.cn.edu/kwheeler/resource_rhet.html

DOI: https://doi.org/10.22219/celtic.v5i2.7621 | Abstract views : 397 | PDF views : 397 |

Copyright (c) 2018 Supeno Supeno

Creative Commons License
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.

View Celtic's Stats



 Lisensi Creative Commons

This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.