Rhetorical theory as message reception: A cognitive response approach to rhetorical theory and criticism

Abstract

Traditional rhetorical theory tends to adopt the rhetor's point of view, emphasizing invention of rhetorical messages, rather than the audience's reception and interpretation of messages. The audience is ordinarily conceptualized in humanistic rhetorical theory as a target, a source of expectations to guide the rhetor's invention, a means to accomplish the rhetor's ends, or even an obstacle. We argue that a more complete view of rhetoric should include the audience as a potentially active part of the process of persuasion. Accordingly, we propose to supplement our traditional theories of rhetoric by sketching a complementary view of rhetoric as the process of an auditor's processing and responding to messages. The inspiration for this conception, Petty and Cacioppo's Elaboration Likelihood Model, is sketched, and implications for rhetorical theory and criticism are discussed.