SEEKING CLIENT RESISTANCE: RHETORICAL STRATEGY IN COMMUNICATION CONSULTING.

Autor: Lange, Jonathan I.
Předmět:
Zdroj: Journal of Applied Communication Research; Spring84, Vol. 12 Issue 1, p50, 13p
Abstrakt: Combining recent research on the enthymeme and participative decision-making, this essay argues that overcoming client resistance to change can best be accomplished by audience analysis, diagnosis, anticipation, and the actual seeking of client resistance. A model of communication in "process consultation" is offered, suggesting the utility of viewing the consultant as a rhetor attempting to induce change in the client system. [ABSTRACT FROM AUTHOR]
Databáze: Complementary Index