This study determined what types of appeals were more likely to gain compliance in telemarketing calls using two samples of adults and seniors. Eight different conditions were tested with combinations of greeting messages, tones of voice, and rewards offered. Significant differences were found in favor of using an eager greeting message and aggressive tone of voice. A vigilant greeting message and an aggressive tone of voice produced the greatest number of hang ups. A significant difference was found between offering a reward or not in the pitch for seniors but not for adults. Results provide support for using the peripheral route of the elaboration likelihood model thus favoring cues rather than arguments to increase receptivity to telemarketing calls.
Communication and Media Technologies (MS)
Department, Program, or Center
Department of Communication (CLA)
Diaz Fondeur, Eilin Aimee, "Greeting Message, Voice Intonation, and Reward Offered in Telemarketing Calls" (2013). Thesis. Rochester Institute of Technology. Accessed from
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