This article connects work on emotion, rhetoric, and entrepreneurial experience as it reports findings from a questionnaire issued to 80 entrepreneurs who belong to the global entrepreneur community Startup Grind. The findings from this study offer researchers a more robust representation of the rhetorical theories that guide entrepreneurs’ professional communication practices. In particular, the authors report on the distribution and dependency between two variables: operative rhetorical theory (indicated by one of four choices) and entrepreneurial experience (indicated by number of ventures and total years of experience).

Innovation and entrepreneurship are important yet understudied pathways in the technical and professional communication (TPC) literature for studying how underresourced people enact agency given weak or absent access to institutions. Despite TPC’s social justice turn and continued internationalization of research and practice, little is known about how economically underresourced entrepreneurs work in the majority world. Drawing on multisited, ethnographic research in communities of such grassroots entrepreneurs in India, the author inquires into the processes by which innovation and entrepreneurship are practiced in extrainstitutional settings of the majority world. Popular and scholarly reports paint a simplistic picture when they claim that grassroots entrepreneurs are resourceful, resilient bricoleurs who possess deep, contextual knowledge of complex problems for which they improvise affordable solutions. Challenging this homogenizing view, the author shares rich accounts of how such individuals navigate the complex sociocultural contexts that constrain and enable bricolage on institutional margins.

By analyzing a case study of organizational decision making at a large research university, this article argues that the agency to make a difference within organizations—to effect organizational change—is not exclusive to those in positions of authority. This case study demonstrates how subordinate members of a university affected management’s decision-making process through their use of rhetorical identification. Specifically, these organizational members gained this agency by reproducing certain values and identities through epideictic rhetoric in order to encourage collective action and effect organizational change from the bottom up.

Using data from 88 students, 20 advisers, and 24 hirers about U.S. résumés, this article focuses on face of the company, the concept of employers' evaluating how well applicants might represent a company. The results of applying rhetorical listening’s identification–disidentification to “face” suggested two outcomes and their implications. First, primary audiences invoked secondary audiences to the point in which they conflated, suggesting that résumés should incorporate secondary audiences. Second, hirers sometimes violated their own beliefs about diversity hiring because of audiences they invoked, suggesting that because invoking audience can perpetuate inequitable hiring practices, hirers should be more nuanced about the audiences they choose.

This study investigates the themes that drive persuasive recruiting appeals, or stories, designed to attract new, entrepreneurial workers in the direct selling industry. It offers a rhetorical perspective informed by fantasy theme analysis on the themes present in the recruiting content on the corporate Web sites of three direct selling companies (Mary Kay, Stella & Dot, and Scentsy). The analysis indicates that rhetorical agency is a core theme in the persuasive recruiting stories for these companies. Offering a means for business and technical communication scholars to explore agency or other persuasive story themes in context, this study addresses how a rhetorical perspective is useful to assess recruiting appeals in shifting, entrepreneurial work contexts.

Using cultural empowerment as a conceptual framework, this study emphasizes the interrelated role of culture, rhetorical agency, and empowerment in discursive analysis and communicative practice. Twelve black business owners were interviewed using a narrative inquiry approach. Thematic analysis revealed that these entrepreneurs enacted rhetorical agency in ways that work within oppressive systems and resisted damaging dominate discourses about black businesses. By highlighting the rhetorical narratives of black entrepreneurs, this study also addresses the need for a more culturally sensitive approach in business, professional, and organizational communication.

Professional communication scholars have critiqued the idea that visual styles derived from cognitive theories of human perception can be universally understood by all people and thus effective in all rhetorical situations. Cognitive heuristics, or mental shortcuts that influence how individuals make decisions, provide a framework for reconciling the perceptual features of visualizations with the cultural and contextual features of particular rhetorical situations. This article analyzes information graphics using the heuristics of representativeness, availability, and affect, applying this analysis to a techne of visual design that accounts for both intuitive and contextual reasoning.

In situations of potential business change, the cooperation of various direct and indirect stakeholders (i.e., employees, customers, shareholders, neighbors) is crucial. The alternative policy courses may all be reasonable, and yet none of them may be clearly best for all stakeholders; support for an option must be cultivated through public rhetoric. Loci communes and Burkean transcendence are two potent rhetorical strategies that can help business leaders publicly weigh and civilly advocate a policy position relative to competing alternatives. This article develops and illustrates that argument by analyzing the public rhetoric involved in AirTran's attempt to build support for its hostile takeover of Midwest Airlines and Midwest's successful resistance to that attempt. Midwest's deft development of the transcendent term value helped it circumvent the initial deadlock between its preferred loci communes (i.e., the existent and quality) and AirTran's (i.e., the possible and quantity). The article advances a rationale and call for rhetorical scholarship to adopt more situated, social practice views of loci communes and transcendence.

Teachers of intercultural business communication may want to consider using problem-based learning (PBL), an instructional approach that places learners in problem-solving situations, that is, students are presented with messy and complex real-life problems that provide a context for learning concepts and developing skills. This article describes how ill-structured communication problems that emerge in intercultural business relationships in internationalizing small- or medium-sized enterprises are used to provide a context for learning. It explains how these problems are tackled by learners through the implementation of PBL in four stages: problem identification, information acquisition, information analysis, and problem resolution. Finally, it discusses the reactions of the students, external participants, and instructors to the PBL approach.

Recently, scholars of new media have been exploring the relationships between genre theory and new media. While these scholars have provided a great deal of insight into the nature of e-genres and how they function in professional contexts, few address the relationship between genre and new-media theories from a designer's perspective. This article presents the results of an ethnographic-style case study exploring the practice of a professional new-media designer. These results (a) confirm the role of dynamic rhetorical situations and hybridity during the new-media design process; (b) suggest that current genre and new-media theories underestimate the complexity of the relationships between mode, medium, genre, and rhetorical exigencies; and (c) indicate that a previously unrecognized form of hybridity exists in contemporary e-genres.

This article uses qualitative material gathered at the Los Alamos National Laboratory (LANL) to construct a model of the rhetorical activity that occurs at the boundaries between diverse communities of practice working on complex sociotechnical systems. The authors reinterpret the notion of the boundary object current in science studies as a rhetorical construct that can foster cooperation and communication among the diverse members of heterogeneous working groups. The knowledge maps constructed by team members at LANL in their work on technical systems are boundary objects that can replace the demarcation exigence that so often leads to agonistic rhetorical boundary work with an integrative exigence. The integrative exigence realized by the boundary object of the knowledge map can help create a temporary trading zone characterized by rhetorical relations of symmetry and mutual understanding. In such cases, boundary work can become an effort involving integration and understanding rather than contest, controversy, and demarcation.

As technology changes business practices, it becomes even more important that our students—and we ourselves—think rhetorically. Our pedagogy should help students look at (not just through) new media to understand how new media reshape the rhetorical situation (audience, exigency, constraints) and to use them effectively. Furthermore, new digital technologies that capture and preserve business messages create opportunities and raise new research questions. Viewing business practices through the lens of rhetoric can provide a valuable perspective for research and emphasize the community-shaping aspects (and thus an ethical dimension) of business. Therefore, in this commentary, the authors call for a reorientation of the field of business communication.

Building on Herndl’s concept of critical practice, this article presents a case study of attempts to change the discourse practices surrounding breast-feeding in today’s medical environment. To complicate readers’ understanding of rhetorical agency, resistance, and discursive change, the author considers the rhetorical efforts of two high-profile physicians alongside those of the nonphysician breast-feeding advocates she interviewed. Ultimately, this dual perspective shows that discursive efforts to change medical practices can fail, even when supported by powerful figures within the medical establishment, if the new ideas communicated in such efforts conflict with long-established material conditions.

This article compares three rhetorical approaches to accident analysis: materialist, classical, and constructivist. The focal points for comparison are the two accident reports issued by the National Transportation Safety Board (NTSB)—reports that attempted (and failed) to persuade the Chicago Transit Authority (CTA) to change a problematic policy about rail communication alongside its technology for rail communication. The central question the article asks is, How can rhetorical theory help explain the CTA”s inaction, which ultimately led to property damage, injury, and death? Classical and constructivist approaches, emphasizing rational deliberation between equals, on one hand, and the social construction of technical knowledge between professionals, on the other, offer plausible explanations for what went wrong. But only the materialist approach appears capable of discerning the ideological nature of the CTA”s resistance to the NTSB”s recommendations.

Annual reports produced today increasingly include elaborate photographs and graphics in the narrative section. Financial analysts and many scholars have judged these reports on their clarity, accuracy, and honesty. Because the narrative invites interpretations, such criteria are not sufficient, and additional standards need to be constructed. A semiological analysis of the textual and visual elements allows for the discovery of the techniques used by document designers to promote their companies’ values. Artistic images may encourage positive readings of annual reports, which, combined with similar messages in other media and repeated over time, invoke cultural myths. By definition, myths are broadly accepted commonplaces that conceal details of their subject, and communicators must expose the missing details and judge the myths within a specific context. This kind of analysis, acknowledging the constraints of the rhetorical situation of a single report, can identify effective criteria for judging the narrative's ethics.

Postmodern assumptions employed by some organizational theorists recognize that “administrators' greater power lies not in their ability to control resources but in their ability to manipulate symbols—the ceremonies, rituals, images, and language of the organization” (Graham and David 9). Thus, even a genre that is often considered neutral and objective, such as meeting minutes, can become a tool of managerial control. This article presents data from an ethnographic case study that describes how an administrator in a theater organization manipulated language by using the minutes from a board of directors meeting to influence board members to vote to disband the organization.

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.

Is understanding that transcends language and cultural barriers at all possible? How can we account for the different sorts of failure in achieving intercultural understanding and cooperation? What theory would describe how we can go beyond cross-cultural differences and reach some mutual agreement on business principles and practices? This article explores the relevance of Donald Davidson's philosophy of externalism and Thomas Kent's rhetorical theory of paralogic hermeneutics to these pressing issues in intercultural communication. Using a cultural perspective based on the Taoist yin/yang principle, it explains how an understanding of the externalist conception of truth and the world, and paralogic rhetoric as a theory of communicative interaction, can better enable us to deal with the radical changes taking place in the nature of intercultural relations and communication.

This study uses qualitative content analysis to discuss current perspectives in technical communication pedagogy. It examines the 1990-94 issues of five major scholarly journals—a collection of 563 articles—to identify 98 articles mentioning teaching in undergraduate technical communication courses. Influenced by differing theoretical and practical approaches, the 98 articles were classified according to four pedagogical perspectives: (1) the functional perspective, based on empirical research and workplace experience; (2) the rhetorical perspective, based on scholarship in the humanities and influenced by rhetorical theory; (3) the ideological perspective, also based on scholarship in the humanities but influenced by critical theory; and (4) the intercultural and feminist perspective, a bridging perspective based on both empirical research and critical theory. This article discusses the four perspectives in terms of the educational goals of communicative competence (the ability to use language to succeed in the workplace) and social critique (the ability to question existing social structures and to envision cultural change).

Improving communication between tax practitioners and IRS agents requires identification of specific barriers that impede effective communication. This study extends prior research on communication barriers to the tax practitioner-IRS agent relationship. Survey responses of 98 experienced national and international tax practitioners revealed that the barriers perceived to be the most serious relate to behavioral and personality concerns, personal conditions, inflexible thinking, physical concerns, technical competence, and closed-minded attitudes. Although these perceptions generally were invariant to gender and age, some differences were observed by the level of work experience of the respondents. The results of this study may be used by the IRS to develop outreach and education programs consistent with Compliance 2000, a philosophy of tax administration that aims to improve communication channels between the practitioner community and IRS agents. In addition, practitioners may use the results to devise ways to deal with communication problems during interactions with the IRS.

When a vehicle maintenance unit of a public transit agency underwent extensive demographic diversification of its work force, original workers escalated the symbolic actions and language patterns traditionally used to establish and maintain hierarchy in that workplace. Taken literally and seen as malicious by new workers, the shoptalk and horseplay became vehicles for internal power struggles that led the organization toward dysfunction and even violence. Management responded by stepping up structural control and punishment. The managers failed to acknowledge and provide for the need of newly diverse discourse communities in this workplace to negotiate a new order in which sufficient shared meaning and agreed-upon language and behaviors could be constructed.

Rhetorical voice is rarely discussed in business, professional, or technical communication textbooks, despite its strategic importance in aligning writer and audience so that persuasion can occur. This article identifies those aspects of the rhetorical situation that shape voice and presents a heuristic that writers can use to identify the components of voice and to construct their personae.

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.

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.

Previous research on the communication failures contributing to the Challenger's explosion tends to ask why it happened that various people in the organizations involved knew about the faulty O-rings but failed to pass on the information to decision makers. This is a faulty question, revealing assump tions many of us unconsciously share even when we consciously reject these as sumptions. This question implies a simplistic notion of knowledge and a conduit model of communication. Insights from the sociology of technology and the new rhetoricians can help us to form better questions about rhetoric in organizations.