IDEAS home Printed from https://ideas.repec.org/a/bla/jomstd/v39y2002i5p585-618.html
   My bibliography  Save this article

A Model of the Strength and Appropriateness of Argumentation in Organizational Contexts

Author

Listed:
  • John A. A. Sillince

Abstract

Argumentation within organizations depends for its effectiveness upon the context. The model presented seeks to identify the three ways in which an arguer can become more persuasive. The first way uses the fact that many of the dimensions of argument strength (familiarity, evidence, simplicity, etc) are not appropriate in particular organizational contexts, so that within each context the arguer must select a particular combination of appropriate dimensions. The second way uses the fact that each context has its own rhetorical requirements and gives rise to its own appropriate rhetorical form which triggers a myth‐like association. The third way uses the fact that the four elements of context (arguer, audience, topic and setting) must be skilfully integrated together, especially with regard to showing empathy for the audience, balancing contradictory elements (such as promises and warnings) in the same argument in order to minimize the simplifying effect of rhetoric, and remaining tactically flexible enough to switch positions.

Suggested Citation

  • John A. A. Sillince, 2002. "A Model of the Strength and Appropriateness of Argumentation in Organizational Contexts," Journal of Management Studies, Wiley Blackwell, vol. 39(5), pages 585-618, July.
  • Handle: RePEc:bla:jomstd:v:39:y:2002:i:5:p:585-618
    DOI: 10.1111/1467-6486.00001
    as

    Download full text from publisher

    File URL: https://doi.org/10.1111/1467-6486.00001
    Download Restriction: no

    File URL: https://libkey.io/10.1111/1467-6486.00001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Valérie Chanal & Franck Tannery, 2007. "La rhétorique de la stratégie : comment le dirigeant crée-t-il un ordre pour l’action ?," Revue Finance Contrôle Stratégie, revues.org, vol. 10(2), pages 97-127, June.
    2. John Sillince & Paula Jarzabkowski & Duncan Shaw, 2012. "Shaping Strategic Action Through the Rhetorical Construction and Exploitation of Ambiguity," Organization Science, INFORMS, vol. 23(3), pages 630-650, June.
    3. Yi-Hui Huang & Shih-Hsin Su, 2009. "Public Relations Autonomy, Legal Dominance, and Strategic Orientation as Predictors of Crisis Communicative Strategies," Journal of Business Ethics, Springer, vol. 86(1), pages 29-41, April.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bla:jomstd:v:39:y:2002:i:5:p:585-618. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: http://www.blackwellpublishing.com/journal.asp?ref=0022-2380 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.