This article employs neoclassic and feminist rhetorical perspectives to investigate the persuasive strategies in two scientific articles written in the late nineteenth century by Ellen Swallow Richards. One of the first credentialed female scientists in the United States, Richards wrote about nutrition research she conducted in her experimental food laboratory, the New England Kitchen, to persuade two separate audiences—one predominantly male and the other predominantly female—of the scientific value of nutrition studies. The article adds complexity to our historical underpinnings by querying how gender—of the writer, of the audiences, and in the nature of the topic—contributed to the writer’s rhetorical burdens and provides evidence that women historically have been active knowers and users of science and technology.

This study extends the corpus of an earlier qualitative content analysis about women and feminism and identifies the knowledge claims and themes in the 20 articles that discuss gender differences. Knowledge claims are reflected in expressions such as androgyny; natural collaborators; hierarchical, dialogic, and asymmetrical modes; web; connected knowers; different voice; ethic of care; ethic of objectivity; continuous with others; connected to the world; the cultural divide; visual metaphor; andgender-free science. Built from knowledge claims, the themes in the 20 articles include gender differences in language use, learning, and knowledge construction; gender differences in collaboration; and reviews of research about gender differences and political calls for action. Although the 20 articles provide little support for the existence of gender differences, by introducing, discussing, testing, and revising new ideas about women and feminism, they serve as an example of the process of knowledge accumulation and remodeling in technical communication.

This article proposes ethnomethodology as a theoretical approach for resolving the structure-agency binary and for treating the activities of writers in organizations as simultaneously embedded in and constitutive of organizational context. Structure is defined as those elements of social circumstances that writers orient to as relevant to their immediate writing task. In orienting to these elements, writers reproduce them as external and constraining social facts. The value of ethnomethodology is illustrated with data from a study examining the social practices that surrounded the writing of an evaluation report by two managers in an educational institution.

Online communication technology makes intercultural communication faster and more direct than was ever before possible, but, in doing so, it may also amplify cultural rhetorical differences. Communication scholars, therefore, need to begin examining potential areas of conflict in international cyberspace to anticipate and to resolve potential cross-cultural misunderstandings related to online exchanges. This commentary proposes that researchers need to compare the communication patterns noted in the computermediated communication (CMC) literature and in the intercultural communication literature to see where these communication patterns collide.

This article describes the importance of annotation to reading and writing practices and reviews new technologies that complicate the ways annotation can be used to support and enhance traditional reading, writing, and collaboration processes. Important directions for future research are discussed, with emphasis on studying how professionals read and annotate, how readers might use annotations that have been produced by others, and how the interface of an annotation program affects collaboration and communication on revision. In each area, the authors emphasize issues and methods that will be productive for enhancing theories of workplace and classroom communication as well as implications for the optimal design of annotation technologies.

Using activity theory as a supplement to genre studies, this article explores a case of the disintegration of a traditional engineering firm. It focuses on the causes of such disintegration and the role of different types of communication in serving as sites where contradictions can be brought to visibility and resolution. The authors’ goal is both to show the power of activity theory in illuminating issues of tension, contradiction, and dissonance that lead to the breakup of the original organization into two separate firms and point to fundamental differences in the cultures of traditional engineering firms and software design enterprises.

Although usability testing and research have become critical tasks for technical communicators in the workplace, little discussion in technical communication focuses on teaching usability in technical communication programs. This article asserts that technical communication programs are particularly well positioned to adopt usability testing and research in their curricula because of inherent connections between usability and technical communication, such as their mutual emphases on audience analysis, technology, and information design. Approaches to implementation of usability courses at three universities are described, and the authors share suggestions for adopting usability in the areas of curriculum, equipment, and facilities needed for conducting usability.

Finding a method to determine terrestrial longitude was critical in the early seventeenth century as countries attempted to establish territorial boundaries. The magistrate and natural philosopher Nicolas-Claude Fabri de Peiresc (1580-1637) spent much of his life working on a solution to this problem. As an early technical communicator, he was concerned with the criteria of acceptable observations, the standardization of materials and methods, and the communication of results. He refined a variety of strategies to obtain these observations and ensure their accuracy. He persuaded missionary priests to make observations throughout the Levant by promising patronage and gifts or stressing practical applications in the solution to the problem of longitude and church calendar reform. Although Peiresc did not resolve the issue of determining longitude, his efforts did provide the basis for work by later astronomers.

Scant research exists about explanation in negative messages. An important cause of this is the lack in extant literature of theory or conceptualization of explanation. This commentary provides two conceptual frameworks for thinking about explanation in negative messages: opportunity cost, from economic theory, and attribution, from marketing theory. Both frameworks help define the situations in which explanations for rejection should be provided to the targets of bad news. When applications are solicited, for instance, opportunity costs incurred by targets of bad news should be offset by senders with an offer to provide explanation. The construct of attribution is adapted here to suggest that senders of negative messages can benefit by supplying reasons for their denial of requests because, in the absence of the reasons, the rejectees will attribute motives and create reasons, thus depriving the senders of their control over the explanation portion of the messages.

This limited case study examines the situated-language practices associated with the production of negative letters in an insurance company. Using genre and sociocultural theories, the study combines textual analyses of a set of negative letters together with writers’ accounts of producing these letters to identify effective (as defined by the company) strategies for composing this correspondence. These letters are examples of generic action, and they demonstrate that genres function as constellations of regulated, improvisational strategies triggered by the interaction between individual socialization and an organization. Moreover, these constellations of resources express a particular chronotopic relation to space and time, and this relation is always axiological or value oriented. In other words, genres express space/time relations that reflect current social beliefs regarding the placement and actions of human individuals in space and time. The article identifies some of the strategies that characterize effective negative messages in this organization. It also critiques this text type for enacting a set of practices and related chronotopic orientation that are against the interests of its readers and writers.

Teaching business communication in Russia involves operating in a high-context, oral culture where few documents are created. However, this article analyzes two Russian teaching contracts, rhetorically comparing purpose and audience, culture, gender, and the role of the individual versus the state. For historical, political, and economic reasons, less documentation is used in business transactions in Russia than is used in the United States. Subsequently, communication scholars have been afforded little opportunity to analyze Russian business documents. This study uses anecdotal episodes as a framework for examining Russian culture and analyzing university teaching contracts, concluding that the contracts are not only brief and factual but also reflect a more oral, less litigious environment than Western countries like the United States.

This article examines the Work for Hire Doctrine and its importance to technical communication instructors who prepare students to create intellectual products in workplace settings. The author explains how the Work for Hire Doctrine operates in practice, charts the progressive legal treatment of work for hire through case law, and calls attention to the developing trend in the courts to support a more protectionist stance regarding creative products.

To bridge the gap between composition and professional communication studies, we should add multiculturalism to the widely accepted international perspective in professional communication instruction, thus transforming the classroom into a contact zone (Pratt). The practical necessity of intercultural communication in a global marketplace necessitates internationalization. The international perspective, accounting for the heterogeneity of the technical communication audience, focuses on audience analysis and leads us to encourage students to learn about the multiple, cultural layers of audience. A multicultural perspective, however, can teach students of professional communication about the complex relationship between language and ideology and the underlying forces that shape and reflect the ways we use language. Multiculturalism's critical component provides insights into the structures and ideologies of domination/subordination and provides students with the linguistic, intellectual, and moral tools for resisting fear and prejudices. Likewise, the international perspective in professional communication can inform issues of audience analysis in composition.

Drawing on an extended ethnographic study of the textual practices of economists at the Bank of Canada, this article looks at narrative construction as a communal process of corporate knowledge making. Employing theories of narrative, genre, and distributed cognition as a conceptual frame, the article traces three stages in the development of a narrative known in the bank as the monetary-policy story. Evolving across a number of written genres, this symbolic representation functions as an important site of intersubjectivity among the institution's economists. In its final form, the narrative serves the bank's executives as a shared cognitive and rhetorical resource for making decisions about monetary policy and communicating these decisions to the Canadian public. This account of knowledge making at the Bank of Canada may be useful as a heuristic for researchers studying the dynamics of discourse in other professional settings.

This article calls for a rhetorical perspective on the relationship of gender, communication, and power in the workplace. In doing so, the author uses narrative in two ways. First, narratives gathered in an ethnographic study of an actual workplace, a plastics manufacturer, are used as a primary source of data, and second, the findings of this study are presented by telling the story of two women in this workplace. Arguing that gender in the workplace, like all social identities, is locally constructed through the micro practices of everyday life, the author questions some of the prevailing assumptions about gender at work and cautions professional communication teachers, researchers, and practitioners against unintentionally perpetuating global, decontextualized assumptions about gender and language, and their relationship to the distribution and exercise of power at work.

The work for hire doctrine in intellectual property law is important to academics in rhetoric and technical communication. In this article, the author explains the doctrine and the way in which it works, explicates related case law, and suggests treatment of work for hire by instructors and administrators in rhetoric and technical communication.

This article summarizes the scholarly discussion about negative messages and reports the results of two pretests and two experiments using negative letters. The results show that buffers did not significantly affect college students' responses to simulated letters refusing credit and denying admission to graduate school and that strong resale was counterproductive. Students responded least favorably to rejection when they were surprised by it and when their other options were limited. On the basis of these experiments and the published literature, the author recommends that negative letters normally begin with the reason for the refusal. If the reason makes the company look good, then it should be spelled out in as much detail as possible. If an alternative or a compromise exists, then the writer should suggest it. Although a positive ending is not necessary, if one is used, then a bland positive is better than a strong one, especially in letters to clients or customers.

The increasing importance of NAFTA (the North American Free Trade Agreement) to the US economy makes understanding Mexico important. Because the histories and cultures of the United States and Mexico differ significantly, written communications also differ. Rhetorical strategies for written business communication in Mexico reflect the country's bloody, cyclical history and its resulting culture characterized by collectivism, high power distances, fatalism, and emphasis on building trust and relationships. Despite Mexico's economic problems, it is a country in transition. Because of the increasing presence of US business entities in Mexico, communication protocols are changing as US technology and ways of doing business infuse the traditional Mexican culture. Understanding how to communicate effectively in Mexico requires understanding its history and culture as well as changes occurring there. US writers must know where any Mexican company is situated along this changing cultural continuum and how the continuum shapes the design of written business communication.

Hypertext, in its most available manifestation, the World Wide Web, is being sold as a force for liberation. One must differentiate the varieties of freedom to better understand how different interests manipulate the freedom mythology to achieve different ends. This study examines the scholars who have framed the hypertext debate and the rhetoric employed by the companies that want to sell it to locate a more complex picture of how these interests use the freedom myth. Such consideration leads to discussion of what might shape hypertext's emergence as more than an information-dispersal system.

Although many excellent histories of photography and its invention exist, few focus on the rhetoric employed in debates over scientific priority and the romantic construct of nature as the active agent in photographic processes. This article surveys the range and complexity of rhetorical claims made for the first practical photographic process, daguerreotypy. It presents a rereading of the standard and romanticized history of the invention, defines the daguerreotype as a made object and cultural artifact with its own supratextual rhetoric, and presents examples from the discourse of 1839-1860 that show how daguerreotypes were argued to be simultaneously equal to, superior to, and inferior to natural human perceptions and representations.

Carolyn Miller's definition of genre as “social action” has become widely accepted in writing studies; this acceptance has prompted troubling questions about the teaching of professional genres. Because current research emphasizes Miller's reconceptualization of “exigence” as a socially construed need for particular kinds of writing and talk (155-58), some researchers now suggest that unless a genre's social exigence can be fully replicated in the classroom, the genre cannot be taught effectively. Genres, however, entail several kinds of exigence: social exigence that prompts generic writing; social exigence that is reflected in the generic text; textual exigence that shapes the rhetorical situation; and what I call educational exigence, an exigence that prompts writers to learn explicitly how to compose generic texts. Educational exigence was evident in the writing processes of two technical translators who composed in a variety of genres, both familiar and unfamiliar to them. The translators not only responded to educational exigence but also followed a well-considered strategy for gathering information about generic texts.

This study compares two methods of pretesting—the plus-minus method and the think-aloud method—with respect to their suitability for evaluating sites on the World Wide Web. These methods are often used for pretesting printed texts, but how appropriate are they for evaluating Web sites? The study compares the two methods with respect to the number of problems they detected, the nature of these problems, and the amount of feedback they yielded for revision. Participants using the plus-minus method detected a greater number of different types of problems than those using the think-aloud method, primarily because participants using the plus-minus method were more inclined to detect appreciation problems. Also, participants using the plus-minus method offered more suggestions about how to resolve the problems they had detected than those participants using the think-aloud method.

A new orientation toward intercultural and international communication will demand a redefinition of the professional communicator and professional communication: Translation—understood in a broad sense—will become a crucial skill. Analyzing what is absent from contexts and messages will become just as important as editing and refining what is present in them. This article considers the process of translation in the framework of the postmodern debate about language and reality as well as the economic, cultural, and social phenomena that have transformed the communication landscape during the past 50 years.

The international strategies of an organization—ethnocentric, polycentric, geocentric, heterarchic—are reflected in its international communication. The discussion presented here, based on Hedlund's application of Perlmutter's categorization of management strategies, focuses on the alignment of an organization's goals and market positions with its international communication approaches. The categorization implies that an organization's global management strategies should be aligned with its international communication practices. As such, an organization that seeks a larger role in the international market yet takes an ethnocentric stance in its communication strategies may be less successful than one with a more polycentric, geocentric, or heterarchic approach to international communication. Thinking about international communication within such a framework enhances not only consulting practice but teaching as well.

Computer-based instruction (CBI) using multimedia and hypermedia is a new approach to teaching that is becoming increasingly popular in academic and nonacademic settings. Because the technical communication profession has developed a disciplinary culture uniquely suited to evolve along with communication technology, technical communicators experienced in creating instructional materials for technical products are well-positioned to become effective designers of this innovative form of instruction. However, as designers, they must become proficient in the early design stages of audience analysis, goals analysis, and control analysis to master multimedia and hypermedia CBI. In this article, the authors review findings from several fields to help technical communication teachers and practitioners (a) explain the value of audience analysis, goals analysis, and control analysis; (b) accomplish those analyses effectively; (c) use the results of their analyses to create effective multimedia or hypermedia CBI; and (d) set priorities for further related research.

Research in organizational socialization outlines a common process of transition making. Newcomers first anticipate what the workplace and their involvement there will be like and then adjust these expectations upon encounter with organizational reality. Encounter often brings some disappointment, so struggles with motivation must be resolved before the initiates are ready to settle in and become contributing members. A survey of this research, illustrated with case study excerpts from undergraduate student interns, suggests that classes intended to prepare students for workplace communication can do so more effectively if they make students aware of this adjustment process and if they help students explore the possible writing implications of such nonwriting issues.

This article explores narrative theory and research in fields closely allied with professional communication to clarify the value of narrative to our discipline. It addresses the move in many fields to reconceptualize research as narrative. Placing narrative within a postmodernist frame, it examines the centrality of ethnography within a postmodernist view. The importance of ethnography in research is related to two key narrative questions that ethnographic theorists in other disciplines are addressing: Who is telling the ethnographic story? For what purposes is the story told? This article supports the importance of taking a critical stance toward these questions and discusses the implications of postmodernist ethnographic theory for research in professional communication.

Victor W. Pagé was either the first or one of the first to make a living primarily as a technical communicator in the 1910s, 1920s, and 1930s. His 33 automotive and aviation books published by the Norman W. Henley Company were popular with both the public and critics because they contained timely, comprehensive coverage of novel technology; profuse illustrations; occasional analogies; easy-to-access information; well-established expertise; and sophisticated employment of task orientation. Pagé was able to publish many books quickly because he reused manufacturers' and his own material and methods of organization. He was also able to communicate his novel information effectively because he had both extensive firsthand experience with early automobiles and planes and because he was continually involved in teaching. Victor Pagé's early twentieth-century work demonstrates both what have become mainstream techniques in technical communication and a number of unique rhetorical strategies.

In addition to reflecting the social and power relationships between the writer and the reader as well as the degree of imposition, politeness strategies in administrative writing also reflect the values of the organization. Operating in the egalitarian climate perpetuated in a university setting, administrators obscured their legitimate power when they wrote nonroutine memos to faculty. Hiding and de-emphasizing their empowerment by using indirectness, tentativeness, indebtedness, and personalization, academic administrators achieved a high level of politeness. This intensified politeness contrasts with the moderated politeness used in a corporation that openly accepts hierarchy and promotes efficiency. This study, therefore, offers a context-based approach to analyzing administrative writing, an approach that can be used to uncover discourse strategies in other organizational sites.

This study explores the relationship between forensic, deliberative, and epideictic modes of rhetoric in the cold fusion controversy. The purpose of this exploration is threefold: (a) to show the interactions between these three modes of rhetoric more comprehensively than they have been shown in previous case studies of scientific controversies; (b) to examine the ways in which all three modes have shaped the emerging scientific consensus and, further, through a close analysis of key experimental reports, to reveal how forensic rhetoric in the cold fusion controversy has come to occupy pride of place; and (c) to suggest how the events in this controversy support Robert Sanders's contention that rhetorical practices interact with scientific practices to allow diverse researchers to arrive at constructive agreements—not merely political ones—on both research findings and ways to resolve competing interpretations.

Scholars in professional communication have called for a reexamination of pedagogy, asking that it instruct students not simply in the forms of workplace discourse but also in the connections between that discourse and socially responsible communicative action. This article posits that narrative can provide a basis for a pedagogy of social action—for a pedagogy, that is, that enables students to understand the workings of power and cultural reproduction in professional settings and that fosters reflection, critique, and dialogue. The article first reviews narrative theory supporting this claim, then discusses ways that teachers can use narrative to help students critique examples of professional discourse and their own composing choices. The article closes by discussing both the concerns about and the possibilities for such a pedagogy.

The report for decision making shares some common ground with the proposal, the report of scientific experiment, and even the persuasive essay, yet these genres differ. Recognizing these differences is necessary for effective inquiry, pedagogy, and decision making. The genres are means of solving different types of problems: practical, empirical, and theoretical. They serve different aims: action, demonstration, and conviction. The proposal, like the report, may solve practical problems, but the proposal advocates, whereas the report inquires. These genres all embody assumptions about problem solving and inquiry in their forms. Applying the problem-solving goals and methods of the proposal, experimental report, or essay to the report for decision making compromises the quality of the inquiry and of the resulting decision. Complex problems for decision making require a rhetorical method of inquiry based on Aristotle's special topics. The report genre reflects the invention heuristics and analysis in its form.

To find out more about the communication needs of people in business, the author sent questionnaires to 2,200 chief executive officers (CEOs) and directors of personnel or training. I received 207 answers. Respondents believe that oral communication before a small group is important and that principles of communication should be stressed over formats for letters and memos. They believe reading and editing, as well as grammar skills, are very important. In many respects, the results of this survey are similar to those of others done across the country in the past 20 years, but there are some comments on reading, editing, and writing letters with bad news that were not part of earlier surveys.

Stories, often dismissed as irrelevant in traditional research interviews, can provide valuable insights into the culture or cultures that pervade the setting within which the research is conducted. Studies of conversational storytelling have demonstrated that narrators not only relate events and conditions but also indicate the significance of their stories by means of story evaluations; that is, they highlight the points of their stories in various ways, such as suspending the story, making overt comments about the importance of an event, and repeating certain key words or phrases. This article demonstrates how story evaluations can reveal a story's significance within an organizational setting by examining two narratives from research interviews that form part of the data in a study of readers' responses to writing in a marketing organization.

This article reviews selected gender scholarship that informs the study of professional communication as well as some recent articles on professional communication that make use of gender studies. The article also suggests future research directions that include a merger of gender and professional communication scholarship. Topics covered include gender and communication and gender identity, along with gender and writing, reading, speaking language choice, visual communication, collaboration, content analysis, management, history and case studies.

Most discussions of disciplinarity start by claiming an emerging group as constituting a discipline or a profession and authorizing that group by locating appropriate research foci, programs for graduate education and undergraduate certification, professional societies, and central professional meetings. Our discussion examines the field of professional writing, focusing not so much on defining it as a discipline as on working out its curricular geography, an activity that will affect its status in both academy and industry. To that end, we explore the status of professional writing within the department of English by (a) briefly examining the problem of defining professional writing; (b) reviewing several theoretical positions within English that have provided a status for professional writing—literature, rhetoric/composition, business and technical writing—to expose the competition for control of the term and to surface the implications of accepting these various groups on their own terms; and (c) considering the curricular status to which professional writing might aspire by sketching a geography that positions professional writing in a new space within English.

Business and technical communication have conventionally been separated in academe—a separation that formalist rhetorical theory has supported. Epistemic rhetorical theory, however, suggests that this separation does not reflect the profession's current understanding of workplace discourse. This article demonstrates that the labels business and technical communication are not helpful in understanding two workplace documents: a memorandum and a report. The article then explores the increased explanatory power in two epistemic theoretical approaches, social construction and paralogic hermeneutics, after which the article discusses the radical implications of these approaches for a curricular dialogue concerning workplace writing. Finally, the article describes interests inside and outside academe that preserve the status quo and thus mitigate against curricular change, positing that such change would be difficult, but not impossible, to achieve.

Treating visuals as sites of power inscription, the authors advance a Foucauldian design model based on the Panopticon—Bentham's late-eighteenth-century architectural figure for empowerment based on bimodal surveillance. Numerous examples serve in demonstrating that maximum effectiveness results when visuals foster simultaneous viewing in the two panoptic modes, the synoptic and the analytic. The panoptic theory of visual design is shown to be compatible with many privilegings in the literature of visual design that have hitherto appeared ad hoc and undertheorized, with relations masked by the disparate terminologies employed. The limitations of panoptic theory are located in its neglect of oppositional practices—seen as the most compelling horizon for research on the empowerment of designer and viewer through visual design.

This study provides descriptive analysis of a 20-hour training program to prepare peer tutors to work in a writing lab. The subjects included 20 first-year MBA students who demonstrated proficiency in writing and interpersonal skills. Nine students chose to participate. The analysis includes conversations, actions, and reflections of peer tutors during the training period. The process involved instructors with peer-tutor training experience, a selection procedure that incorporated a student-centered philosophy, several general meetings to orient and deal with concerns about tutoring, and a number of simulated sessions that moved the tutors from sentence- to discourse-level concerns.

Severe icing on the space shuttle Challenger's launch pad should have halted the launch on the morning of January 28, 1986. One Rockwell International manager told his subordinates to be sure NASA knew that Rockwell thought a launch was not safe. When the Rockwell subordinates spoke directly to NASA managers, however, they used politeness strategies like those enumerated by Penelope Brown and Stephen Levinson to blur the directness of the Rockwell manager's message. The NASA managers interpreted the politeness of the Rockwell subordinates as meaning it was safe to launch. The Rockwell subordinates did not mean it that way, but the Challenger was launched.

This article uses a computerized style checker—RightWriter® 4.0—to analyze 14 direct-mail letters used to market books to a middle-class female audience. This study outlines methods for correlating stylistic traits with sales success. For this product and audience, letter effectiveness is enhanced by lowering readability levels, as well as by limiting the use of negative words and modifiers. In addition, writers for this audience should avoid words that are too easy or too difficult. However, no correlations emerged between success and letter length, strength of style, sentence length, or percentage of prepositions.

This article explores the problems and prospects of incorporating ethics education into the MBA curriculum and the business communication classroom. Although ethics is generally recognized as a crucial area of study, there is little agreement about how it should be included or taught. Moreover, these disagreements often reflect deeply different perspectives on basic pedagogy, the role of business schools, and the links between business and other disciplines. The author argues that literature provides a useful means of restructuring course work to provide ethics instruction and to forge needed links between business and the humanities.

As more business writing instructors begin implementing collaborative writing and learning in their classrooms, few descriptions exist that show how collaboration might work in the context of an entire course. This article describes a course that integrates individual and collaborative group assignments while requiring students to work through multiple drafting processes involving teacher and peer intervention. The course was designed to encourage students to become self-reflective, flexible writers who can make themselves aware of their writing processes and then adapt them to both individual and collaborative writing tasks. Along with outlining specific assignments and the rationales behind them, we address issues such as establishing collaborative groups, analyzing group dynamics and writing processes, and the roles teachers might play in a collaborative classroom.

Rhetorical categories can and should be developed by scholars of professional writing to identify how values held within professions constrain the ways discourse is interpreted in organizational settings. Empirical research (conducted by the author and others), discourse theory, and pedagogical practice in professional writing strongly suggest that at least three categories of professional writing exist: engineering, administrative, and technical/professional writing. The author demonstrates this claim and distinguishes the characteristics of these three categories. Engineering writing is shown to respond to professional values of scientific objectivity and professional judgment as well as to corporate interests. Administrative writing reflects the locus of decision-making authority and promotes institutional identity. Technical/professional writing aims to accommodate audience needs through complying with professional readability standards. Future research should focus on defining the characteristics of these varieties more precisely. Articulated definitions of these three varieties of professional writing can help scholars and practitioners better understand how discourse is framed and interpreted in organizational settings.

A script-based semantic theory is used to examine selected professional writing textbooks published during the 1930s through the 1950s to show how they reflect and perpetuate sexual stereotypes. In these textbooks women are portrayed as subservient, emotional, and frivolous. Men, on the other hand, are portrayed as decisive, logical, and strong. These stereotype-based scripts suggest that men are more suited than women for positions of authority within the business world and have played an important role in relegating women to low-level positions.

People need clear, direct feedback about their performance if they are to improve their communication skills. This need is as true for students as it is for employees. Unfortunately, many evaluators—including classroom instructors—find it very difficult to provide such feedback. This article briefly discusses a performance appraisal system specifically designed for classroom use, including a discussion of communication techniques appropriate for providing feedback about students' performance.

Business communicators today risk legal liability as courts are increasingly holding writers and their employing organizations responsible for reasonable—although often unintended—interpretations of their routine writing. Research and pedagogy have not kept abreast of this change. Rhetorical theory, particularly a social perspective, provides a useful foundation for understanding judicial resolution of claims arising out of writing; however, theory must also account for factors not encompassed within extended audience analysis. Current texts offer general descriptions of the laws most likely to affect business writers; in addition, writing pedagogy must provide specific strategies for avoiding liability-prone prose.

This article analyzes the recognition, development, and use of the power of persuasion in American sales letter from 1905-1920, as well as two other business-writing traditions which developed during this period: the “you” viewpoint and the five C's. Examples will show how these two traditions changed the language used in business letters, allowing these letters to play a dual role by making these letters easier for the consumer to read and understand and by using these letters to pursue the growth in national character of American business. The article concludes with a call for further research, to help prepare writers to produce the letters of the future.

To assume their roles in corporate culture, business- and technical- communication students must understand the spoken and unspoken dis courses of corporate protocol and be aware of the intricacies of these discourses. Students must be knowledgeable about the correct corporate proto col for verbal as well as for nonverbal communication. Teachers can incorpo rate exercises into business- and technical-communication courses to increase students' awareness of and competence in navigating institutional politics. Learning how to interact successfully will enable students as new employees not only to survive institutional politics but to advance in their professions.