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Persuasive Question-Asking: How Question Wording Influences Answers
BibTeX
@MISC{Kellermann_persuasivequestion-asking:,
author = {Dr. Kathy Kellermann and Trial Consultant},
title = {Persuasive Question-Asking: How Question Wording Influences Answers},
year = {}
}
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Abstract
Questions put words in answerers ’ mouths. Questions shape answers through word choice, response framing, assumptions made, and form. Subtle changes in language influence how people understand and answer questions. Response framing suggests and excludes answers, limiting the answers that are acceptable and influencing which answers respondents make. Presumptuous questions that are unbalanced (one-sided) and/or assumptive lead people to think differently, and so respond differently. A question’s form amplifies and diminishes tendencies people have to agree or disagree, to speak openly or save face, and to feel threatened or comfortable. Questionasking is a skill, and changes in word choice, suggested responses, presumptions, and form affect answers people provide.
