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Enthusiasm in technical proposals: verifying a method of lexical analysis

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2 Author(s)
Beck, C.E. ; Tech. Commun., Colorado Univ., Denver, CO, USA ; Wegner, K.A.

Analyzing proposals for evidence of enthusiasm verified a method of lexical analysis and substantiated the presence of enthusiasm in social science/humanities proposals but not in science/engineering proposals. Proposal evaluators, both experts and nonexperts, react to technical accuracy as well as subjective elements in the proposal document itself. A study of word usage identified a lexicon that reflected enthusiasm in proposals, then analyzed 1000-word samples of text for the presence of this vocabulary. Testing this method on government requests for proposals (RFPs) and business salesmanship texts determined a range of values for an enthusiasm index (EI). Subsequent analysis of fifteen technical proposals as a group revealed no significant difference between the RFPs and the proposals themselves. However, a breakdown by subject yielded a significant difference between those from social science/humanities and those from science/engineering. The successful proposals contained occurrences of enthusiastic lexicon, but the method only examined this one indicator of enthusiasm

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Professional Communication, IEEE Transactions on  (Volume:33 ,  Issue: 3 )