The enactment of theoretical contribution in research articles (RAs) is a critical academic writing practice for showcasing the scientific progress of a disciplinary field. To decide how novel research strengthens a discipline’s current state of knowledge necessitates evaluating the new empirical results based upon its specific academic norms. Yet the academic values utilized to formulate theoretical advancement have been little studied in the literature. Drawing upon pertinent evaluation frameworks, the purpose of this study is to uncover how RA authors negotiate the theoretical value of novel research by conducting a rhetorical analysis of 60 research article discussion sections taken from four prestigious management journals. The present investigation reveals a tentative taxonomy of six rhetorical appeal types deployed by RA authors to articulate the value of novel research in the knowledge market. The widespread use of these appeals in management research article discussion sections indicates that a strong promotional orientation is prevalent in the rhetoric of the journals examined. The findings of this research have theoretical and pedagogical implications for academic evaluation and promotion, as well as for teaching academic writing
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