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The impact of rhetorical strategies on innovation decisions: an experimental study

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  • King, William R.
  • Kugler, Jose L.

Abstract

This study addresses a potentially significant deficiency of the extant innovation adoption paradigm: its inability to account for rhetorical actions as a component of the innovation decision process. A multi-stage empirical methodology was created and used to investigate how decisionmakers might be affected by arguments supporting an innovation, and how different arguments might influence the adoption process. Unlike most prior research, the arguments were generated systematically and the experimental treatments were developed based on empirical evidence. The results indicate that rhetorical action did influence the choices made by potential adopters. This research thereby suggests new elements and methods that may be used to better study and understand the innovation adoption decision.

Suggested Citation

  • King, William R. & Kugler, Jose L., 2000. "The impact of rhetorical strategies on innovation decisions: an experimental study," Omega, Elsevier, vol. 28(5), pages 485-499, October.
    • Handle: RePEc:eee:jomega:v:28:y:2000:i:5:p:485-499
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    References listed on IDEAS

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    1. Kuhberger, Anton, 1998. "The Influence of Framing on Risky Decisions: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(1), pages 23-55, July.
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    Cited by:

    1. Jing Li & Jun Xia & Zhouyu Lin, 2017. "Cross-border acquisitions by state-owned firms: How do legitimacy concerns affect the completion and duration of their acquisitions?," Strategic Management Journal, Wiley Blackwell, vol. 38(9), pages 1915-1934, September.
    2. Beynon, Malcolm J & Jones, Paul & Pickernell, David & Packham, Gary, 2016. "A NCaRBS analysis of SME intended innovation: Learning about the Don’t Knows," Omega, Elsevier, vol. 59(PA), pages 97-112.
    3. Chang Liu & Shouming Chen & Qiuyue Shao, 2019. "Do CEO Rhetorical Strategies Affect Corporate Social Performance? Evidence from China," Sustainability, MDPI, vol. 11(18), pages 1-21, September.
    4. Joseph O'Mahoney, 2007. "The Diffusion of Management Innovations: The Possibilities and Limitations of Memetics," Journal of Management Studies, Wiley Blackwell, vol. 44(8), pages 1324-1348, December.
    5. Seung‐Kyu Rhee & Su‐Yol Lee, 2003. "Dynamic change of corporate environmental strategy: rhetoric and reality," Business Strategy and the Environment, Wiley Blackwell, vol. 12(3), pages 175-190, May.
    6. Tian, Xiaocong, 2022. "The art of rhetoric: Host country political hostility and the rhetorical strategies of foreign subsidiaries in developing economies," Journal of World Business, Elsevier, vol. 57(5).

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