The Fluidity of Warrants: Using the Toulmin Model to Analyse Practical Discourse

Tans, O.J.

doi:10.2139/ssrn.3009766

Cited by 2 publications

(3 citation statements)

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“…At the same time, enthymemes contribute to enhancing narrative resonance. Compared to narratives, which are generally open to multiple interpretations (Barry and Elmes, 1997; Boje, 1995; Cunliffe et al, 2004), enthymemes are relatively unambiguous (see Tans, 2006; Toulmin, 1994). Hence, audiences can complete the argument ‘with the help of their background knowledge regarding the issue at hand’ (Van Eemeren et al, 2014: 118).…”

Section: Resultsmentioning

confidence: 99%

Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Werven

Bouwmeester²,

Cornelissen

2019

International Small Business Journal: Researching Entrepreneurs

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For entrepreneurial narratives to be effective, they need to be judged as plausible and have to resonate with an audience. Prior research has, however, not examined or explained how entrepreneurs try to meet these criteria. In this article, we addressed this question by analysing the micro-level arguments underpinning the pitch narratives of entrepreneurs who joined a business incubator. We discerned four previously unidentified rhetorical strategies that these entrepreneurs used to achieve narrative plausibility and resonance. Our findings further suggest that temporality and product development status may shape how entrepreneurs use these strategies. By outlining these aspects of entrepreneurial rhetoric, we contribute to opening up the black box of narrative resonance and plausibility and advance work on the role of rhetoric in entrepreneurship.

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Section: Resultsmentioning

confidence: 99%

Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Werven

Bouwmeester²,

Cornelissen

2019

International Small Business Journal: Researching Entrepreneurs

View full text Add to dashboard Cite

show abstract

“…Because warrants are somewhat fluid (Tans, 2006), they often imply more than one kind of rationality. For the sake of clarity, we have coded warrants according to the rationality that is dominant.…”

Section: Data and Analysismentioning

confidence: 99%

“…Argumentation rationality thus implies expressing the reasons to act on. These reasons are expressed in a phenomenon (argumentation, debate) that is ubiquitous in everyday life (Weick & Browning, 1986) and relatively easy to observe, especially when the debates are public (Phillips, Sewell, & Jaynes, 2008;Tans, 2006). Following Toulmin (1958), practical argumentation in such debates is contextual, given the field dependence of argumentation.…”

Section: Introductionmentioning

confidence: 99%

Field Dependency of Argumentation Rationality in Decision-Making Debates

Bouwmeester¹

2013

Journal of Management Inquiry

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This study argues that the rationality behind strategic decisions, which is characterized as expressive, social, or instrumental rational, has to be aligned with the argumentation field of the decision, which is characterized as subjective, intersubjective, or objective. A multiple case study illustrates this proposition while exploring rationality in the mainly instrumental rational debate on the expansion of Heathrow, the social rational debate on extension of Gurkha rights and the expressive rational debate on the hijab in Britain. Stakeholder arguments that realize good alignment with the related argumentation field have a substantial influence on strategic decisions. Managers and policy makers who do not realize this field fit well have to adapt their decisions, or cannot execute them. The cases illustrate the effects of this alignment strategy, in argumentation that mirrors the rationality of opponents, and in a strategy that reframes the assumed fit between the rationality and the related argumentation field.

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The Fluidity of Warrants: Using the Toulmin Model to Analyse Practical Discourse

Cited by 2 publications

References 0 publications

Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Field Dependency of Argumentation Rationality in Decision-Making Debates

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