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Persuasive Dimensions of Communication and their Impact on Managerial Activity

Author: Rusu Djulieta
Degree:doctor of economics
Speciality: 08.00.05 - Economy and Management (in branch)
Scientific adviser: Raisa Borcoman
doctor, associate professor (docent), Academy of Economic Studies of Moldova
Scientific council:


The thesis was presented on the 1 December, 2008
Approved by NCAA on the 22 January, 2009


Adobe PDF document0.42 Mb / in romanian


CZU 658.012.4:316.772 (478) (043)316.772:658.012.4 (478) (043)

Adobe PDF document 1.24 Mb / in romanian
167 pages


organizational management, enterprise/ firm, manager, employee/ subordinate, managerial activity, communication, the process of communication, the managerial communication, aptitudes/ competences/ communication skills, communication style, communication improvement, persuasion, conviction, cooperation, manipulation, persuasive communication, persuasive dimensions, argumentation, demonstration, sophism, ethic persuasion.


The main objective of the present paper is the complex study of the persuasive communication and its impact on managerial activity in industrial enterprises of the Republic of Moldova.

Such concepts as communication, persuasion and persuasive managerial communication, argumentation and demonstration have been analyzed and defined in the thesis. The author has proposed a paradigm of managerial communication, which explains the principle of realizing this complex process. There are analyzed functions, objectives and conditions of carrying out this process by emphasizing the necessity of the organizational and communicative process improvement. Special attention is paid to persuasion, its conceptual aspects and ethical prospects, to persuasive managerial communication and impact on employees, to essential dimensions of the managerial persuasion such as argumentation and demonstration being the most rational, conscious and positive. It is pointed out the role of the latter ones in the change of attitudes, convictions and behavior of employees, in achievement of set goals.

With a view to improving persuasive managerial activity the author has synthesized and proposed a number of principles, conditions, criteria, laws, strategies, models, persuasion tactics.

On the basis of comparative and practical analysis there has been described the effective realization of the persuasive communication process in some of the industrial enterprises of the R. of Moldova. As a result, there has been identified a number of strong and weak points of communication and managerial persuasion, some causes/ factors/ circumstances that lead to process impediments. There are proposed strategic directions of stimulation and improvement of the process of persuasive communication (interpersonal and intraorganizational) and are given practical recommendations that will have a positive impact on organizational and managerial activity.

The research results bear theoretical, conceptual, methodological, applied character and can be used by economic entities for the purpose of improving the organizational communicative environment, for inculcating and developing persuasive communication skills and habits of employees, for managerial staff training and raising the level of their competence, for improving managerial activity and for solving persuasive communication problems, as well as by educational institutions – in the process of teaching disciplines on managerial communication. At the same time these results can be used in further investigations info this domain.