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Researching proposal development: accounting for the complexity of designing persuasive texts

Formal accounts of how proposals are prepared in the contemporary workplace are scarce. In particular, researchers have published very few reports based on structured studies of proposal writing. This paper offers an overview of the current state of our knowledge about proposal writing in the contemporary workplace. Drawing upon data from a case study, the paper then advances an argument for the field to develop an increasingly sophisticated understanding of proposal development as a complex information gathering and design activity