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• Business Rhetoric - The Effectiveness of the Words of Manipulative Focus in Personal Selling

  61-67

  László Újszászi Bogár

  Views:

  203

  On a daily basis we encounter hundreds of sales techniques which are based on the manipulation. Marketing advisors are looking for the most effective tools which lead the client into their preferred direction. In the US there are several studies about this topic. The results of experiments in the US may not be justified by people living in a different culture, such as the Hungarian people. The objective of this research is to examine the findings of the research conducted by the American Sherman-Crawford-McConnel on the basis of research carried out with Hungarian people almost 10 years later. The hypothesis is that rejection in the area of finance with the Hungarians is especially true, but the factor of regret will be less significant after the rejection, in contrast with the US research. The results of my research show that when it comes to financial matters, the technique of focusing on future regret is less effective with Hungarians over 40. This paper gives practical advice to those who want to sell financial products to Hungarian audiences.

• SUSTAINABILITY FAILURE: SOME CAUSES OF INACTION

  1-7

  Attila Lengyel

  Views:

  198

  While the question of sustainability has received more and more attention and publicity in the past decades, all ecosystems services has been constantly deteriorating during the same period. There is an abyss between theory and rhetoric and meaningful and effective action. Our present-day socio-ecological crisis is the result of a distorted world view which in turn is caused by deep psychological mechanisms affecting the individual and the society. Recognizing these underlying mechanisms, making people aware of how they work might help change the suicidal course that the developed societies based on free market capitalism, neoliberal ideology and excessive consumerism has been on in the last two hundred years. This paper aims to discuss some of the obstacles that seem to have been hindering effective action.