Journal article

The Rhetoric of Institutional Change

AD Brown, SA Ainsworth, D Grant

Organization Studies | SAGE Publications | Published : 2012


This paper analyses how a case for institutional change is made through rhetoric in an individual text. Drawing on Aristotle’s three types of rhetorical justification, logos, pathos and ethos, we make three contributions. First, we show that the multiple competing logics which often dominate a field can become incorporated into key texts. As a result, the notionally rational argumentation repertoires which underpin each logic exist in tension, and are prone to contradict each other, making it difficult for a text to support convincingly one logic rather than another on the basis of logos appeals. In such instances, the authors of a text may favour one logic over another through the strategic..

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University of Melbourne Researchers

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