Explain how the tone and style of persuasive messages impact their influence.Describe the relationship between credibility and persuasion.

After studying this chapter, you should be able to do the following:
LO10.1 Describe the relationship between credibility and persuasion.
LO10.2 Explain the AIM planning process for persuasive messages and the basic
components of most persuasive messages.
LO10.3 Explain how the tone and style of persuasive messages impact their influence.
LO10.4 Create compelling internal persuasive messages.
LO10.5 Explain how to influence professionals with various decision-making styles.
LO10.6 Compose influential external persuasive messages.
LO10.7 Construct effective mass sales messages.
LO10.8 Evaluate persuasive messages for effectiveness and fairnes.

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