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This paper aims to investigate the informativeness of rhetorical impression management patterns of CEO letters and examines whether these rhetorical features affect financial analysts’ forecasting behaviour.

The authors use textual analysis on a sample of 526 CEO letters of US firms and apply factor analysis on individual linguistic style measures to identify co-occurrence patterns of style features.

The authors identify three holistic style patterns (assertive acclaiming, cautious plausibility-based framing and logic-based rationalizing) and find that assertive rhetorical feature in CEO letters is negatively related with the dispersion of financial analysts’ earnings forecasts and positively associated with earnings forecast accuracy. CEOs’ use of a rationalizing rhetorical pattern tends to decrease the dispersion of financial analysts’ earnings, whereas a cautious plausibility-based rhetorical position is only marginally instrumental in getting more accurate earnings predictions.

Whilst impression management communication is often theorized as manipulative and void of real information content, the findings suggest that impression management serves both self-presentation and information-sharing purposes.

This paper elaborates on the co-occurrence of style characteristics in management communication and is a first attempt to validate the external ramifications of holistic style profiles of corporate narratives by focusing on an economic target audience.

Using composite style measures of the letter to shareholders, the purpose of this paper is to elaborate dominant rhetorical profiles and qualify them from an impression management (IM) perspective. In addition, the paper examines how institutional differences affect rhetorical profiles by comparing intensity and contingencies of rhetorical profiles of UK and US companies.

The authors use automated text analysis to capture linguistic style characteristics of a panel of UK and US companies and employ factor analysis to determine rhetorical profiles. Next, the authors investigate company-level and country-level determinants of a company’s rhetorical stance.

The authors document three prominent rhetorical profiles: an emphatic acclaiming stance, a cautious plausibility-based framing position, and a logic-based rationalizing orientation. The profiles represent distinct self-presentational logics and have different readability effects. Rhetorical IM is stronger in US companies, but higher expected scrutiny in the US institutional environment affects sensitivity of rhetorical postures to message credibility and litigation risk, while marginally increasing the less litigation-sensitive defensive framing style in US letters.

The authors develop replicable archival-based measures of prominent rhetorical IM traits of the shareholder letter, based on composite style features. The authors argue that they are qualitatively different from content-based IM proxies. The authors investigate their institutional and organizational relevance by examining how company features and country-level differences affect incentives and constraints for style-based rhetorical IM.

This research explores two interconnected questions: (1) How do we approach stylistic features of multimodal rhetorical artifacts such as protest posters? (2) Do said artifacts designed for different purposes exhibit systematic stylistic differences? Drawing on Charles Sanders Peirce’s semiotic categorization, this study develops a framework for examining concision, one of the primary stylistic considerations for multimodal rhetorical artifacts such as protest posters. This paper illustrates the use of this framework by exploring the correlation between rhetorical purpose and concision in posters created and disseminated before and during the 2011–2012 Québécois student movement. This study fine-tunes our existing knowledge on multimodality with style sensitivity, and demonstrates how an economy-of-sign based semiotic approach could enrich the empirical examination of multimodal rhetorical artifacts by generating more controlled interpretations.

The purpose of this paper is to explore CEO corporate social responsibility (CSR) rhetorical choices in response to stakeholder pressures. CEOs often search for legitimacy through CSR rhetoric. It contributes to maintaining or developing pragmatic, moral and cognitive legitimacy in a post‐crisis world where CSR concerns are gaining in importance.

A content analysis of various CEO discourses is performed. Press articles are analyzed to identify the nature of stakeholder pressures. Covariance analyses are conducted to study how CEO CSR rhetorical strategies vary between communication channels dedicated to specific stakeholders. Regression analyses are conducted between stakeholder pressures and rhetorical strategies.

The paper identifies three types of CEO CSR rhetorical categories: values rhetoric to develop moral legitimacy, normative rhetoric to improve cognitive legitimacy, and instrumental rhetoric to enhance pragmatic legitimacy. Values CSR rhetoric is used most often with employees or societal stakeholders. It increases when stakeholders' satisfaction is already quite high regarding financial performance, strategy, and products and services. Normative CSR rhetoric is rarely used. It is only devoted to societal stakeholders and it increases with stakeholder satisfaction with the quality of management, leadership and governance. Instrumental CSR rhetoric is mainly used with boards of directors, financial investors and shareholders. Its importance increases with stakeholder satisfaction with CSR but decreases with stakeholder satisfaction with financial performance and corporate vision/strategy.

The paper provides key contributions for CEOs on how to communicate on CSR. The empirical design based on qualitative and quantitative analyses innovates in operationalizing CSR rhetorical categories and stakeholder pressures.

City identity is a distinct form of collective identity based on the perceived uniqueness and meanings of place, rather than group category and membership. A city’s identity is constructed over time through architecture, which involves three sign systems – material, visual, and rhetorical – and multiple institutional actors to communicate the city’s distinctiveness and identity. We compare Barcelona and Boston to examine the identity and meaning created and communicated by different groups of professionals, such as architects, city planners, international guide book writers, and local cultural critics, who perform the semiotic work of ­constructing city identity.

The purpose of this paper is to provide a rationale and step‐by‐step description of how to use rhetorical criticism as a method for accounting for organizational isomorphism in organizational fields.

The idea that rhetoric is an important form of organizational discourse has gained interest among organizational scholars in recent years. Institutional theorists, especially, have been willing to embrace the “rhetorical turn” in organization studies. These scholars recognize that rhetoric plays an important role in creating, maintaining, and disrupting organizational and institutional orders. This paper adds to this research agenda by suggesting that organizational isomorphism can be partly understood as a rhetorical phenomenon. A method of rhetorical criticism – a qualitative approach for analyzing the rhetorical dimensions of texts and practice – and its efficacy for institutional research is explicated. Using a popular television program about crime scene investigations (which has arguably produced a “CSI effect” that influences the criminal justice system as an organizational field) as a sustained example, steps are provided for conducting rhetorical criticism of popular culture texts in order to account for isomorphic trends in an organizational field.

Rhetorical analysis of cultural and organizational artifacts, including institutional work, can expose myths and ceremonies that guide practices effectively and problematically.

The potential value of the paper is in its function as a guide for (neo)institutional and organization scholars looking for innovative approaches to studying organizations from a cultural perspective.

The study aims to explore WikiLeaks' worldwide impact amongst readers of three online newspapers, as expressed through reader comments. There are three primary research questions: are there differences between the three online newspapers concerning the factual information in the comments, the linguistic characteristics of the comments, and the rhetorical and style elements of the comments?

The study focused on three online newspapers: The New York Times in the USA, The Guardian in the UK and Ynet in Israel, all popular channels of communication in their countries. The researcher examined the comments relating to WikiLeaks and conducted a content analysis on a sample of the comments.

The main findings suggest that most of the comments were written in an emotional style and with pathos. However there are major differences between comments written to The New York Times and to Ynet.

This research is limited by the extent to which it can be generalised, as it focuses only on WikiLeaks comments written before 1 December 2010.

This paper is the first known exhaustive study that concentrates on WikiLeaks comments. The research findings may encourage further exploration into the nature of the relationship between media texts and reactions to them.

The purpose of this paper is to examine how consumer researchers working in the interpretivist tradition go about composing well founded theorized storylines, in order to convince audiences of the soundness of the theory‐building which emanates from their studies.

An analytical framework was derived from Golden‐Biddle and Locke's study of organizational ethnographers to see how they made their accounts convincing to their audiences. Golden‐Biddle and Locke's analysis revealed 3Ds – authenticity, plausibility and criticality (each with a variety of sub‐dimensions) – that played key rhetorical roles in convincing readers.

Using this analytical framework (summarized in three tables), examples from a variety of authors' work in Journal of Consumer Research ( JCR) were drawn upon to illustrate how interpretivist consumer behaviour authors tackled these three key dimensions: authenticity, plausibility and criticality.

Only a limited set of JCR studies out of an extensive field of qualitative research in consumer behaviour were analyzed.

Little attention has been paid hitherto to the actual practices of writing qualitative research within the marketing field. The more basic writing techniques involved in qualitative research tend to be regarded as implicit, skills that are acquired by osmosis rather than being formally taught or made explicit. This can make it particularly difficult for less‐experienced interpretivist researchers to learn the tools of their qualitative trade, which are often taken for granted by longer standing researchers. The paper seeks to make some of these writing practices more transparent and some of the rhetorical devices more explicit for authors who may wish to improve their own writing styles or strengthen their ability to use rhetoric.

The processual ordering branch of symbolic interaction has long recognized the importance of rhetoric and power to the social constitution of reality. However, little systematic effort has been devoted to probing their intertwined effects in the public policy arena.

The purpose of this paper is to employ the processual ordering perspective to examine the dramaturgical styles used in shaping public policy – expressed in terms of the “public administration” and “realpolitik” forms of rhetoric – among contending political factions as they negotiate mental health public policy. A latent content analysis of the minutes of key U.S. congressional debates, augmented with secondary archival material from the press is employed. It is concluded that both forms of rhetoric play a role in shaping public mental health policy and that both factions modify their rhetorical form as the debate progresses. Those modifications strengthen the position of one faction while weakening that of the other. Theoretical implications are discussed.

The purpose of this paper is to examine how chief executive officers’ (CEOs) narcissism impacts firm performance and how this, in turn, affects a CEO’s positive rhetorical tone.

The narcissism score is measured by using an analytical composite score for each CEO based on eight factors. The paper uses textual analysis on a sample of 848 CEO letters of US firms over the period 2010–2019. WarpPLS software, version 7.0 was used to conduct structural equation modeling through the partial least squares because a non-linear algorithm exists between CEO narcissism, firm performance and positive tone, and the values of path coefficients moved from non-significant to significant.

The results suggest that performance partially mediates the relationship between CEO narcissism and positive tone. This indicates that not all the positivity expressed by narcissistic CEOs is opportunism; some of it is indeed driven by better performance. The reported findings indicate that firm performance explains one-quarter of a CEO’s positive words, whereas some three-quarters of the positivity is driven by a narcissistic CEO (i.e. opportunism). A comparison of letters signed by highly narcissistic and less narcissistic leaders reveals that among those letters signed by highly narcissistic leaders, firm performance plays a significant mediating role between narcissistic tendencies and positive tone. However, among those with less narcissistic score, there is no evidence that performance mediates the tone and narcissism. Interestingly, both highly narcissistic and less narcissistic CEOs use positive words and optimistic expressions even when their firms perform poorly or negatively.

The results help shareholders be aware that CEOs may opportunistically use their personal characteristics and language to manipulate them. Data limitations about women CEOs were one of the reasons behind the small proportion of women CEOs in this study, making it low in generalizability.

A comprehensive review showed that none of previous studies examined the more ambiguous relationship between a CEO’s narcissist tendency, the firm’s performance, and CEO rhetorical tone. As one set of studies focused on Narcissism → Performance, and the other one on Performance → Tone, this current study completes the picture with Narcissism → Performance → Tone.