Background: Although some have noted that combining technical and marketing content is precarious, technical communication professionals are increasingly involved in content marketing, which includes the creation of white papers. Literature review: The little existing literature on white papers provides conflicting guidance about managing the combination of technical and marketing content. Both soft-sell and hard-sell marketing approaches have been recommended. One source of such inconsistent guidance may be the lack of agreement about definitions. Research on print advertisements has described hard and soft selling as multidimensional rather than binary aspects of persuasive appeals. Research question: Which dimensions of hard and soft-sell appeals are predominant in white papers? Research methodology: To complete our descriptive study, we collected a corpus of documents labeled as white papers in TechRepublic, and then selected and trained three raters to complete a series of judgments about dimensions of persuasive appeals in the corpus. We aggregated those ratings, calculating the mean and standard deviation for the dimensions to describe their distribution across the corpus. Results/discussion: Overall, hard-sell dimensions were more prevalent than soft-sell dimensions. However, the soft-sell category of “implicitness” was also dominant. Conclusion: Our results demonstrate the value of treating hard and soft selling as multidimensional, complementary, and combinatory marketing appeals that allow, for example, a single white paper to be both “subjective” (soft sell), and “precise” (hard sell), or both “creative” (soft sell) and “informative” (hard sell).

Background: Although plain language is almost universally promoted by teachers of professional writing, editors, and communication professionals, some have argued that the effects of and preferences for plain style in written messages differ among groups of individuals. Research questions: 1. Do professionals prefer plain style? 2a. Do preferences differ for different categories of style? 2b. Do preferences differ for different groups of workers? Literature review: Style, the word- and sentence-level elements in a written text, is a critical element of plain language. There is evidence that plain style, however, affects readers differently based on their level of subject matter knowledge. Plain style is even criticized by a few. There is a long history of tensions surrounding linguistic prescriptivism, the notion that one manner of language use is superior to all others. Further, readers' preferences for writing style, plain or otherwise, may not be consistent across occupational positions, education levels, nationalities, personality types, or genders. Research methodology: We conducted a quantitative study of preferences for two major style categories (conciseness and word choice) using an online survey instrument. The student-recruiter technique provided us with usable responses from 614 working adults in the US. Using that data, we calculated proportions of respondents, with confidence intervals, who chose the plain-style options. We also used statistical tests to explore associations between preferences and respondent characteristics. Results and conclusions: Our findings support an overwhelming preference for plain style among US professionals who are native speakers of English. Reader preferences were stronger for elements associated with word choice than with conciseness. Those with lower education levels and blue-collar occupations had lower preferences for plain style. The study had two major limitations: 1. We investigated only two aspects of plain style rather than the full range of elements that make up plain language. 2. Our data-collection instrument presented readers with an artificial rather than an authentic reading experience. Future research may investigate the role of personality on stylistic preferences and the attributions readers make about writers based on their style.

White papers are commonly produced by for-profit organizations to market high-tech products and services and are often created by technical writers. But writers of this genre have little evidence-based research to guide them. To fill this void, the authors tested a rhetorical move structure with a sample of 20 top-rated marketing white papers and found that, despite the lack of industry standards for white papers, those written for marketing purposes display similar rhetorical moves: introducing the business problem, occupying the business solution niche, prompting action, establishing credibility, and providing disclaimers or legal considerations. Based on the results of this study, the authors advance guidelines for writers of this genre and suggest areas for future research.

Hostile challenges to planned organization change are common and challenging to deal with effectively. Little research has explained successful responses to such stakeholder hostility. To address this gap, we use the concept of readiness to characterize the content of hostile challenges. We also use rhetorical strategies based on speech act theory to describe options for responding to those challenges. Because change agents must choose among multiple strategies, we continue a line of research investigating relative preferences among them. Ultimately, our aim is to offer six lessons for change agents who face hostile challenges based on evidence from research.