Conative Function in Communication

Extract

[...] The conative function concerns the intention to persuade, influence, or push the recipient of the message to action. When we ask if being right is enough to convince the interlocutor, we question the ability of truth to exert a conative influence on others. "Being right" implies the truthfulness of a statement, characterizing the demonstrable rationality of evidence or the correctness of a reflection agreed upon by reasonable beings. "To convince" supposes bringing someone to recognize the truth of a proposition through evidence or reasons. [...]

[...] If it is effective in its conative character, it can convince. In a culturally valid context, a reasonable approach can convince without artifices. Otherwise, a demonstration conforming to reason, linking the message to observable facts, is sometimes necessary to prove its accuracy. By combining the conative function with the referential, the sender reinforces his credibility. A message supported by rational evidence should convince the receiver. For example, a doctor relying on scientific studies gives credibility to his prescriptions. So the sender can use the conative function to influence the receiver legitimately based on verifiable facts and rational arguments. [...]

[...] In fact, the involuntary use of defense mechanisms or psychological games, such as self-correction or ambiguity, can weaken the argumentation. The theory of double constraint highlights the risk of confusion of ambiguous messages. Similarly, non-verbal communication, such as eye contact or body language, can influence perceived credibility. Thus, conviction also depends on the way messages are presented, perceived and interpreted by the receiver, taking into account the relational stakes. Although possessing the truth is an advantage, it often does not suffice to activate the conative function of the message. [...]

[...] Interactions are circular with a feedback essential for regulating exchanges. The sender must adjust their strategy based on reactions to maximize the impact of their message. However, the effectiveness of the message often depends on factors other than the simple reliability of the information, such as emotions and pre-existing beliefs. The perceptual, emotional, motivational, and social mechanisms can resist solid evidence, such as cultural values and cognitive biases. The decoding by the receiver, influenced by anticipation, selection, distortion of information, and attribution errors, can hinder understanding despite the truthfulness of the message, highlighting the limitations of truth as the sole persuasive force. [...]