Question

1. Post a response to the following question:
   What kind of persuasive messages are used in your workplace and how is reader resistance reduced? Most obviously, persuasion is present in retail as advertising, but employers are always motivating employees to adopt certain behaviors and policies.
   1. State your workplace and describe an instance of persuasive communication.
   2. What appeals and techniques are being used to reduce resistance?

Answer 1

In the workplace, conflicts occurred between management and employees about change initiatives. A new ERP system was proposed to be introduced but many employees did not support to implement ERP solution. In this regard, a persuasive communication was designed to change the attitudes and beliefs of the employees. The persuasive communication included intent and goals such as reducing resistance of employees and improving desired behavior among them. For this purpose, a social judgment theory of persuasive communication was used. This theory suggests that knowledge of behavior and attitudes of people can design the persuasive efforts.

A process was selected to reduce the resistance factors of employees. For this purpose, a questionnaire was developed to know the attitudes of employees. With this questionnaire, ego of employees towards ERP implementation was identified and it was found that employees had high ego that turned into non acceptance of ERP solution.

Techniques used to minimize resistance

A narrative approach was adopted to reduce resistance. Change impact was communicated to the employees and benefits of change were included. This communication process included what benefits employees would receive after ERP implementation. A good listening practice was practiced and employees concerns were addressed. Doubts and fears of employees towards ERP implementation were cleared. Employees were empowered and they were asked to contribute with their thoughts to enhance change implementation process. A feedback system was generated as well. These techniques helped to reduce employee’s resistance towards ERP implementation.