Ethos as Market Maker

Andrew Mara North Dakota State University

Abstract

This study examines how a very light jet start-up, Eclipse Aviation, changed its ethos appeals in order to survive the loss of its principally declared innovation, a jet aircraft engine. Eclipse Aviation's corporate transformation from a spin-off company to a convergence-of-innovation company hinged on modifying an early marketing strategy. To overcome the loss of the jet engine, employees had to radically modify earlier expert representations and adopt rhetorical appeals that more closely parallel what Miller described as “cyborg discourse.” To understand how Eclipse Aviation survived the typically fatal loss of a stated primary innovation and to explore the implications that this particular start-up's rupture has for technology transfer and technical marketing, this study centers its analysis on a Web site that marketers used to “ventilate” the company and prevent financial collapse. The transformation in the company's marketing strategy illustrates how cyborg ethos appeals aggregate and discipline distributed stakeholder roles.

Journal
Journal of Business and Technical Communication
Published
2008-10-01
DOI
10.1177/1050651908320379
Open Access
Closed
Topics

Citation Context

Cited by in this index (6)

  1. Journal of Business and Technical Communication
  2. Journal of Business and Technical Communication
  3. Journal of Business and Technical Communication
  4. Technical Communication Quarterly
  5. Journal of Business and Technical Communication
Show all 6 →
  1. Journal of Business and Technical Communication

Cites in this index (5)

  1. Technical Communication Quarterly
  2. Technical Communication Quarterly
  3. Technical Communication Quarterly
  4. Technical Communication Quarterly
  5. Written Communication
Also cites 4 works outside this index ↓
  1. The closed world: Computers and the politics of discourse in Cold War America
  2. Latour, B. (1993). Ethnography of a "high-tech" case: About Aramis . In P. Lemonnier (Ed.), Technological cho…
  3. 10.1215/9780822383543
  4. 10.1080/00335638409383686
CrossRef global citation count: 11 View in citation network →