appendix b - lair sullivan and cheney 2005

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DOI: 10.1177/08933189042707442005 18: 307Management Communication Quarterly

Daniel J. Lair, Katie Sullivan and George Cheneyarketization and the Recasting of the Professional Self : The Rhetoric and Ethics of Personal Bran

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10.1177/0893318904270744MANAGEMENT COMMUNICATION QUARTERLY /FEBRUARY 2005Lair et al. / THE PROFESSIONAL SELF

MARKETIZATION AND

THE RECASTING OF THE

PROFESSIONAL SELFThe Rhetoric and

Ethics of Personal Branding

DANIEL J. LAIR

KATIE SULLIVAN

GEORGE CHENEY

University of Utah

307

AUTHORS NOTE: Dan Lair and Katie Sullivan are doc-

toralstudents; GeorgeCheney is a professor. An earlier draft

of this article was presented at the annual meeting of the

Nat iona l Communication Association, Miami Beach,

Florida, in November 2003.The authors would like to thank

Lars Thger Christensen, Stephanie Hamel, and Ted Zorn

for their helpful suggestions toward revising this work.

. . . because

personal branding

offers such a

startlingly overt

invitation to self-

commodification,

the phenomenon

invites deeper

examination.

Management Communication Quarterly, Vol. 18, No. 3, February 2005 307-343

DOI: 10.1177/0893318904270744

2005 Sage Publications

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Within the personal branding movement, people and their careers are marketed

as brands complete with promises of performance, specialized designs, and tag

lines for success. Becausepersonal branding offers such a startlingly overt invi-

tation to self-commodification, the phenomenon invites a careful and searching

analysis.Thisessaybeginsby examiningparalleldevelopments in contemporary

communication and employmentclimates and exploring how personal branding

arises as (perhaps)an extreme form of a market-appropriate response. The con-

tours of the personal branding movement are then traced, emphasizing the rhe-

torical tactics with which it responds to increasingly complex communication

andemploymentenvironments. Next,personalbranding is examinedwith a criti-

caleye to both its effects onindividuals andthe power relations it instantiates on

the basis of social categories such as gender, age, race, and class. Finally, the

article concludes by reflecting on the broader ethical implications of personal

branding as a communication strategy.

Keywords: personal branding; popular management discourse; organiza-

tional rhetoric; identity; professional ethics

The business self-help genre of management communica-tion traces its roots at least back to Dale Carnegies (1936/

1982) How to Win Friends and Influence People. Countless otherauthors have followed Carnegies path, offering eager audiencesinsights to thekeys of success, including Steven R. Coveys (1989)wildly popular Seven Habits for Highly Effective People. Key tothese self-helpmanagement moments is the idea that individuals inthecorporate worldcanachievesuccess by engaging in a process ofself-managed self-improvement. In a 1997 article in the trendy

management magazine Fast Company, however, influential man-agement guru Tom Peters gave a name to the next self-help man-agement movement: personal branding.

In many respects, the phenomenon of personal branding sharesaffinities with the self-help movements it drew from by offering aprogrammatic set of strategies for individuals to improve theirchances at businesssuccess. Butdespite these continuities, theper-sonal branding movement also represents something of a radicaldeparture from previous self-help movements. Rather than focus-ing on self-improvement as the means to achievement, personalbranding seems to suggest that the road to success is found insteadin explicit self-packaging: Here, success is not determined by indi-vidualsinternal setsof skills, motivations, and interestsbut, rather,by how effectively they are arranged, crystallized, and labeledinother words, branded.

1

308 MANAGEMENT COMMUNICATION QUARTERLY / FEBRUARY 2005



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Branding itself is not a new concept or set of practices, althoughits uses have clearly reached new levels of market penetration inrecent years. Branding of some sort has been evident in productdevelopment and promotion since the mid-19th century with thelinkage of certain stores and factories to particular productsthrough print advertising. In this article, we define branding as aprogrammatic approach to theselling of a product, service, organi-zation, cause, or person that is fashioned as a proactive response tothe emerging desires of a target audience or market (see Cheney &Christensen, 2001). In personal branding, the concepts of productdevelopment and promotion are used to market persons for entry

into or transition within the labor market.These concepts cover a variety of personal branding practices

ranging from concrete branding products such as the personaladvertisement brochures (which resemble, in many respects, theslick promotional materialssent by collegesanduniversities topro-spective students) offered by Peter Montoya (n.d.) to the moreexpansive packaging of a total identity such as Genece HambysPersonal Branding D.N.A., which asks individuals to projectconcise and coherent identities based on the questions, What isunique about you and distinguishable?; What is remarkable andnotable about you? and What is genuinely real and authenticabout you? (Hamby, n.d.).

2Although theuseof such strategies for

self-promotion in the business world is certainly nothing new, per-sonal branding as a movement broadens their impact by turningbranding from a simple business tactic into an ideological under-standing of the corporate world capable of an embracing influenceover workers very sense of self.

As a trend in popular management and employment consul-tation, personal branding appears to be enjoying a surge in popu-larity. A keyword search for the term personal branding yieldsbooks, magazines, web sites, training programs, personal coaches,and specialized literature about how exactly to brand yourself forsuccess in the business world. At face value, these various re-sources promise their consumers an appealing, proven strategy to

negotiate thechaotic employmentenvironment around them.How-ever, because personal branding offers such a startlingly overt invi-

Lair et al. / THE PROFESSIONAL SELF 309



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tation to self-commodification, the phenomenon invites deeperexamination.

This essay offers such a critical-empirical interrogation of thepersonal branding movement centered around four questions: (a)How has the personal branding movement positioned itself as asociocultural institution?(b) Whatare theprincipal rhetoricalstrat-egiesand appeals of thepersonal branding movement? (c)What arethe cultural biases and constraints of personal branding, particu-larly regardinggender, race, class,andageboth for theindividualself and for the larger society? and (d) What are the ethical implica-tions and limitations of personal branding? Addressing these

questions is the primary purpose of this essay.In answering the four questions above, we consider both the ex-

pressed motives for the personal branding movement as well as itsimplications. Ouranalysis in this essay is centered on thediscourseof the personal branding movement: We make no claims regardingthemeasurable effects of this discourseor as to how such discourseis taken up by its audiences. Instead, we are concerned here by thepotential identifications invited by personal branding discourseand the limitations of those identifications should they be adoptedby audiences uncritically. We start by examining parallel develop-ments in contemporary communication and employment climatesand exploring how personal branding arises as a rhetorically fitting

response. We then trace the contours of the personal brandingmovement and emphasize the rhetorical tactics with which it re-sponds to increasingly complex communication and employmentenvironments. Next, we examine personal branding with a criticaleye to both its effects on individuals and the power relations itinstantiates on the basis of social categories such as gender, age,race, and class. Finally, we conclude by reflecting on the broaderethical implications of personal brandingas a communicationstrat-egy. In doing so, we suggest that personal branding is more than asimple and necessary strategy for individuals to negotiate a turbu-lent economic environment; it also carries with it long-range andpotentially damaging implications, unanticipated and unacknowl-

edged by itsproponents andpractitioners, as it promotes a visionofthe working self that is superficial at best, devoid of opportunitiesfor self-reflection and improvement.




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POSITIONING PERSONAL BRANDING

Personal branding emerged as a movement in the late 1990s at atime when observers of both the corporate communication andemployment worlds were making similar but largely independentobservations about the increasingly complex and chaotic nature ofeach environment. Personal branding, however, connected thesedevelopments in practice where they had not been in theory bypositioning itselfasa communicativeresponse to an economicsitu-ation and allowing its practitioners to stand out both as communi-cators and (prospective) employees. In this section, then, we trace

theparallel developmentsof the contemporary communication andemployment environments to illustrate the unique position of per-sonal branding as a sociocultural institution to respond simulta-neously to both of these trends.

THE CONTEMPORARY CORPORATE

COMMUNICATION ENVIRONMENT

The organizational environment of the late 20th and early 21stcentury is marked by turbulence spurred by economic globaliza-tion, new arenas of competition, and rapidly evolving information

technologies (March, 1995). As Cheney, Christensen, Conrad,andLair (2004)observed, that turbulence is often framedin explic-itly communicative terms. The common narrative is that an ever-increasing number of messages in the corporate communicationclimate demands increasingly innovative communication strate-gies for organizations to stand out (cf. Blythe, 2000; Ries & Trout,1981; Schultz, Tannebaum, & Lauterborn, 1994). Paradoxically,communication emerges as both thecause of andthesolution to thecrowded corporate communication environment. The history ofbranding as a corporatecommunication strategy isbut a microcosmof this overall development.

Although the metaphor of branding derives from the designatedownership of livestock, in the world of corporate communications,it represents an attempt to make direct, clear, and persistent bondsbetween symbols and products or services. As a communicationstrategy, branding is most traditionally associated with consumer




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products. The idea of a consumer brand emerged in the late 19thcentury, and consumer brandingthe association of consumerproducts with a readily identifiable brand nameenjoyed its hey-day from approximately 1920 to 1970. Here, advertising focusedon mundane, primarily household-related, consumer products tar-geted especially at housewives (Olins, 2000). Brand products weremarketed as unique goods able to provide unique advantages toconsumers; it was the brand name that distinguished a productfor example, SpicNSpanfrom other household cleaners.

The1970s and 1980s,however, saw increased competition in anexpanding market, both for consumer products themselves and the

media through which they were marketed.Theadventof cable tele-vision in particular posed new challenges as well as opportunitiesfor branding as a communication strategy, because television nowaddressed broader audience groups (e.g., CNNs global audienceby the 1990s) and audiences organized around more specific inter-ests (e.g., Lifetime, Animal Planet, and Outdoor Life networks).Theresultof this simultaneousexpansion andfragmenting of audi-ences was the elevation of brandings importance as a communi-cationstrategy in navigating a crowded market. As Christensen andCheney (2000) observed, The market of today seems to be de-manding well-crafted identities, identities that are able to stand outandbreak through theclutter (p.246). Because branding is so well

suited to present images as identity, branding as a strategy has be-come increasingly important as a flexible response to a crowdedcommunication world.

This flexibility hasdriven theevolution ofbranding asa commu-nication strategy in several important ways. According to Olins(2000), consumer brands are no longer primarily associated withproducts; now brands represent services, too. In fact, servicebrands appear to be more innovative than many product brands andare becoming increasingly dominant. Consider, for example, thewidening array of personalized servicesincluding even personalshopperswho bill themselves as able to handle the personal de-mands of an affluent but extemely busy client. Olins also observed

that brands are now promoted in increasingly varied and complexways. Although conventional advertising through paid mediamaintains a strong strategic presence, multimedia promotioninvolving e-commerce is becoming more and more common and




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promises in some cases to become the lead medium of branding. Insome instances, the preparation of the market before the productarrives effectively creates a consumer frenzy for the label/com-modity, as wasthe case in mid-2004 with theanticipationof thelastepisode of thepopular TV program Friends. Finally, economic andcultural forms of globalization have led to the growth of majorworldwide brands, an overalldecline in thenumberofbrands, andagrowing flexibility in the use of brands.

In addition to consumer branding, types of branding includeretail brands, product brands, corporate brands (Olins, 2000), and,we would add, personal brands. With retail brands, retail corpora-

tions havebegun to cash in on their brand name by selling productsthat go far beyond what they are traditionally known for. Thus,Costco and Safeway sell gasoline, Super Wal-Mart sells tires andlettuce under the same roof, and AT&T sells Internet access andcable television. As corporations diversify their product lines, theymust deliberately create differences between their own internalbrands to project product brands. So, for example, Toyota marketsits non-Toyota-identified Lexus brand to consumers in marketssimilar to other high-end Toyota models. Corporate brands repre-sent the growing efforts of corporations at branding themselvessomewhat independently of their product lines. Nike is perhaps theexample par excellence of a corporate brand, offering advertise-

ments that promote only the corporate name and logo with no asso-ciation to a specific product. In branding themselves, corporationsseek to (a) project an image of unity to various stakeholders and (b)unify multiple brands under one umbrella brand.

The phenomenon of personal brands represents the logical ex-tension of these previous brand forms. Increasingly, celebrities arecashing in on name recognition to brand themselves: In the late1990s, David Bowies initial public offering in Bowie Bondsraised $55 million, and James Brown sold $30 million worth ofstock in his future earnings (Peters, 1999). In fact, celebrities suchas Oprah Winfrey, Michael Jordan, and Madonna serve as the pri-mary examplesheld up by Peters (1999), Montoya (n.d.), andother

consultants to demonstrate the efficacy of personal branding. Asthese celebrity examples are offered as lessons to the lives of or-dinary professionals, they speak to a long history of professionalpackaging movements: Carnegies (1936/1982) How to Win




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Friends and Influence People, first published in 1937; the 1970sDress for Success movement; and Games Mother Never TaughtYou (Harragan, 1977), to name a few that promise to give individu-alscontrol over their own economic destiny by shaping thepackagethey present to others.

The marketing culture has matured at the same time that thecommunication explosion (or implosion) has begun to encounterits own logical limits (Baudrillard, 1988; Belch & Belch, 1998;Cheney & Christensen, 2001; Ewen, 1988; Fill, 1999; Laufer &Paradeise, 1990). That is to say, the society of symbols has becomeso cluttered and the juxtapositioning of different signs so rampant

that the sheer cry for attention (see Davenport & Beck, 2001)becomes the a priori aim of any media, advertising, or public rela-tions campaign. In a symbolic environment where arguments aremade through apparently novel linkages between symbols, ethos isrecast in transitory terms (Cheney, 2004). For what is credible,really, is what is appealing at a particular moment: The standing ofa product, brand,or political candidate, no matterhow much it restson tradition, can be undermined at any time if the new alignment ofsymbols (style, spectacle, scandal, whatever) is no longer in itsfavor (Baudrillard, 2000).

Branding itself may be seen within this broader communicativeand cultural context. The progress from consumer branding to

company branding to the branding ofa personand a career ishardlysurprising when we consider the push for consolidating the brand-ing movement via an ideology of individual efficacy, identity, andcontrol. In a way, this development represents the ultimate mar-riage of marketing culture with the mythos of the American indi-vidual: In a world of change and opportunity, you can create andrecreateyourself soas tobe the masterofyourown destiny. In addi-tion, personal branding carries the elevation of image over sub-stance one step further: The world of appearance is not only articu-lated andaccepted, it isvalorized andheld up as theonly reasonableway to negotiate the contemporary world of work and professions.In short, the personal branding movement positions workers as

irrational when they attempt to preserve and promote what theyexperience as their true or authentic selves. Personal branding,then, promotes a hyper-individuality based on a lack of deeperidentity and self-awareness.




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THE CONTEMPORARY

EMPLOYMENT CLIMATE

The major economic shifts in the industrial world since the mid-1980s have been well documented (V. Smith, 1997, 2001). Signifi-cant trends include the widespread privatization of public services,corporate mergers and consolidation of industries, technologicalreplacement of many jobs, elimination of middle management inmany firms, reduced labor costs through industrial relocation, dis-aggregation (or molecularization) of the organizationalvalue chain(Tapscott, 1997), outsourcing of non-core functions, and team-

based restructuring with a new emphasis on individual entrepre-neurship. In some nations, notably theUnited States, there has alsobeen a widening gap between the rich and the poor, an increase inthe number of persons working two or three jobs, and a dramaticincrease in the length of the work week (Schor, 1992, 2003). Thetransition from an industrial to an information-based economy hasunquestionably produced dramatic upheavals in the social organi-zation of work (Casey, 1995; Castells, 2000; V. Smith, 2001).

Work in the industrial economy was, in certain ways, far morestable; jobs were comparatively secure (i.e., for those who hadthem), retirementbenefitsweremorereliablyand readily available,and workers stayed with jobs and companies for extended periods

of time. The twilight years of the 20th century, however, saw atransformation of these employment conditions (see Ackerman,Goodwin,Dougherty, & Gallagher, 1998). Work becamemuchlessstableas companiessuch as IBMfamousfor theirpromise of life-long employmentbegan to lay off large numbers of workers forthe first time in their history (see Sennett, 1998); benefits packagesshrunk; available jobs were increasingly located in low-paying,part-time service sectors (Noyelle, 1990); and temporary and con-tract labor became increasingly prominent (V. Smith, 2001). Infact, temporaryworkers make up thefastestgrowing segment of theAmerican workforce with Manpower one of the United Statesslargest employers (Zorn, Christensen, & Cheney, 1999). Contin-

gent employment includes part-time, seasonal, episodic, contract-based, and so-called temp work and is characterized by (a) dimin-ished or absent job security, (b) comparatively lower pay, (c)reduced or absent benefits, (d) lower status, and (e) minimal per-




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sonal identification with the organization (Gossett, 2003). Thesedisruptions leave workers working longer hours to make endsmeet and worrying about the erosion of benefits (Sennett, 1998;V. Smith, 2001).

In the era of the information economy, not only do workers con-front the traditional specter of unemployment, they also must navi-gate the increasing uncertainties of contemporary employment.Management fads such as downsizing, reengineering, and changefor changes sake (e.g., see Hammer & Champy, 1993) have in cer-tain ways ruptured the traditional relationship between corporatefinancial success and job security for many employees. Taken

together, these trends create an employment environment that par-allels the complexity of the contemporary corporate communica-tion climate and, like that climate, places a high emphasis on stand-ing out entrepreneurially as a prerequisite for success.

Unlike corporateefforts to stand out in thecommunication envi-ronment, however, standing out in the contemporary employmentclimate is an almost entirely individual affair. Casey (1995) arguedthatsuchstructuraldislocations, coupled with the increasingly spe-cialized organization of work in the informational economy, haveled to the erosion of traditional social identifications along linessuch as class. The effect of this individualization of workers is theprivileging of worker agency (V. Smith, 2001). Workers are en-

couraged to view themselves as entrepreneurs within corporateem-ployment or while seeking corporate employment. Accordingly,workers often view themselves as responsible for job loss or jobdissatisfaction, even when they know that larger social forces areprimarily responsible for casting their lot (cf. Sennett, 1998). Thistension is problematic for workers, for even though work becomesincreasingly decentered and unstable, work remains a primarysource of individual identity (Casey, 1995).

The notion of a career is not new. It was well established by thetime Weber (1978) was observing the careers of public servants atthe turn of the 20th century. For him, the idea of a career, especiallyin a public-sector organization, involved commitment to the value

of fairness, grounding in technical expertise, and aspirationstoward the public good. In this way, Weber did not fear but, rather,trusted the dedicated and experienced bureaucrat. It was in thetemptation to elevate formal over substantive rationality in the per-




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formance of a job in any sector that vexed Weber. That is to say, hewanted bureaucracies to somehow avoid what he saw as an almostinevitable turn toward the calculation of narrow means rather thanmaintaining a fix on important ends (such as the public good or themanufacture of an excellent product). For Weber, as for Durkheim(1964, 1996) and other observers of what we now consider to bemodern industrial society, the notion of a career is distinctly socialand not something held or pursued only by individuals. Weberscareerpersonmayhavebecomenarrowlypreoccupied,but shewasnot self-centered.

3

In scholarly as well as popular writings on the career, the con-

cept has become noticeably desocialized. In fact, it can be arguedthat career is seldom associated today with anything other thanindividual choice, pursuit, and possession, even though any indi-viduals career may certainly have a social or societal orientation.In the United States especially, but also in a number of other West-ern industrialized nations, the career is a more vaunted idea thanjust a job; it is also an increasingly portable holding by a per-sonan intangible marker of identity that individuals may carryfrom job to job, from organization to organization. For the individ-ualcareerperson, thecareer is something serious and suggestive ofidentity (Clair, 1996). Finally, the prevailing root metaphor forcareer in the United States is undoubtedly linear, as crystallized in

the term the career ladder(Buzzanell & Goldzwig,1991).So pow-erful is this root metaphoroften made explicit in everyday dis-coursethat flat careers, career cycles, or dual ladders are ofteninconceivable, thereby leading people to question as unorthodox orsimply crazy decisions not to accept promotions, transfers, andother options for advancement. Thus, although the career is defacto commodified as something the individual carries with himfrom organization to organization and city to city, its interpretationis shaped by powerful social norms and pressures. In the era of lateindustrial capitalism, those very norms and pressures have becomeincreasingly unstable.

Within this arena of trends, entrepreneurship (du Gay, 1996)

became a buzzword in the late 1980s; today it continues to serve asa center of mythic energy. Originally used to refer to small enter-prises launched by creative and resourceful individuals, entrepre-neurship graduallycame to symbolizetheaggressiveanddedicated




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performance of employeesof established firmsas well as capturingan approach to specific projects. As du Gay (1996) explained, wehave reimagined our lives as an enterprise with the individualresponsible formanaging that enterprise and the language of entre-preneurship (rather than bureaucratic management) being centralto how that enterprise is conceptualized and managed.

Thepersonal branding movement to some extent relies upon theimage of an independent, resourceful, creative, and aggressivepro-fessional. This person is expected to be agile in a fluctuating jobmarket, responsive to any opportunities, self-motivating, and self-promoting. As we will see in our analysis of books, web sites, and

seminars related to personal branding, themovement treats societyand work chiefly at the individual level. This cosmology (if youwill) does not presume that everyone can be effective at personalbranding, but it does try to foster an implicit identification with afairly large segment of educated, experienced professionals who,for one reason or another, are at a juncture in their career path.Against this backdrop of destabilized work conditions, personalbranding emphasizes control over ones work identity as the pri-mary solution to structural uncertainties in the work economy. Inthat regard, it will be important to observe the extent to which per-sonal branding extends to a range of jobs not typically consideredprofessional but nevertheless subject to packaging.

RESPONDING TO COMPLEXITY:

THE EMERGENCE OF PERSONAL BRANDING

The popularization of personal branding is generally attributedto Peterss (1997) article in Fast Company, entitled The BrandCalled You (cf. Diekmeyer, 1999), although Montoya (n.d.), theother of personal brandings two most prominent proponents, alsolays claim to pioneering the concept in 1997. In the years since theidea of personal branding was first popularized, a virtual personalbranding industry hasblossomed. At least 15 popular managementbooks were explicitly devotedto thetopic from 1997 to 2004; manymore incorporate the issue as a part of a more general discussion ofbranding in the contemporary marketplace (Tamsevicius, n.d.). A




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web search reveals dozens of web pages of consultants offeringor specializing in personal branding services. Montoya has evenissued Personal Branding, a quarterly magazine devoted to thetopic.

In this essay, we examine a representative sample of personalbranding texts from a variety of sources. Although our focus is onthe most prominent and widely referenced texts in personal brand-ing discourse, we also analyze representations of personal brand-ing on the web sites of prominent individual consultants. Thus, weread a diverse collection of personal branding texts ranging frompopular books such as Peterss (1999)The Brand You 50 andRobin

Fisher-Roffers (2000)Makea Name for Yourselfto promotional lit-erature for Peter Montoya, Inc., the most prominent personalbranding consultancy, to several web sites of other consultantsoffering personal branding services. Our purpose in collectingthese texts is not to offer a comprehensive survey of personalbranding discourse but, rather, to offer a fair representation of thevarious themesandissuespresented in that discoursefrom a varietyof sources. (In fact, we did find the same relatively small set ofnames of consultants and writers in this area to be recurring acrossthe variety of texts and artifacts we surveyed.) We feel that such anapproach iswell suitedto ouranalysis: thepersonalbranding litera-ture, regardless of its source, displays remarkably similar themes

across authors and contexts.

THE RHETORICAL APPEAL(S) OF

PERSONAL BRANDING

At its most general level, the rhetoric of personal brandingencourages and endorses the process of turning oneself into aproductin effect, engaging in self-commodification. This call toself-commodification is the common denominator across the per-sonal branding literature. Peters (1999), for example, continuallyexhorted employees to conceive of themselves as products:

I am as good as my last-next gig. (p. 5)Survivors will be a product . . . andexhibit clear cutdistinction

at . . . something. (p. 9)




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I AMMY PROJECTS. (p. 41)Everybody is a package. (Hes a ball of fire. Shes a pistol.

Hes the biggest bore Ive ever met.) The trick for Brand Youis making sure you control your package and the message it sends.(p. 46)

Other consultants and personal branding advocates echo similarcalls. For example, William Arruda of Reach CommunicationsConsultancy argued, Gone are the days where your value to yourcompany or clients is from your offerings alone. Today, peoplewant tobuy brandsunique promises ofvalue (Arruda, 2002, p. 5).Similarly, Jan Austin (n.d.) encouraged clients to view themselves

as products rather than people who actively sell products, observ-ing, Branding makes people, products and services easy to buybecause brands operate like magnets. Wouldnt you rather be amagnet that attracts business than someone who sells? ( 5).Arruda, Austin, Peters, and others all frame the idea of personalbranding in a fashion that at least implicitly recalls the unique sell-ingproposition (Olins, 2000) ofmore traditional forms of brandingby encouraging individuals to discover and develop their uniquequalities as a product and use those qualities as selling points.

Although such statements treat the individual as unique, they doso only on a superficial level. Peterspresents Brand You as a veneerof individuality standing in for the real thing. Phillipson (2002)

summed up this process:

Peters latest book [Brand You 50] is a blatant call to transform theself into an instrumental object that is constituted and directed bythe market. It fundamentally eschews a self that longs for true rec-ognition andacceptance. Instead, it placesa premium on those of uswho can shift our needs and personae to accommodate the twistsand turns of todays economy. (p. 99)

Themodel of powerexhibited in personal branding discourses callto self-commodificationis a differentbrand of power than theovertcommodification-as-domination thesis offered by Marx (1867/

1967). Instead,discoursessuchas personal branding inviteindivid-uals to consent to their own self-packaging all thewhile celebratingtheir sense of personal efficacy. To the extent that this process andtheassociated discourses rise up from andcontribute to a largercul-




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tural milieu, personal branding may be seen in terms of the two-sided process of hegemony (Gramsci, 1971). Participants are notcultural dupes, but neither are they as free as the rhetoric of thegenre in which they indulge would assume (cf. Mumby, 1997).

Employees are encouraged to buy into the personal brandingdiscoursewith threestrands ofargument working together tocreatea unified visionof personal branding as theperfect solution to a tur-bulent economicenvironment.Peters (1999) captured thesethemesin identifying the general ethos of personal branding:

The point of this book series:

(1) TAKE YOUR/MY LIFE BACK FROM THEM. (2)SCREW DILBERT: CYNICISM IS FOR WHINERS. (3) SELF-RELIANCE IS ALL AMERICAN. (p. 34)

Peterss remarks exhibit the general tenor of the personal brandingdiscourse. Specifically, the themes sounded by Petersand thelegions of other consultants advocating personal brandingmeldtogether a series of arguments about personal branding as inevita-ble, as inextricably linked with the American mythos, and as posi-tive or upbeata rejection of both cynicism and resignation. Wetreat each of these themes briefly in turn.

Conveying inevitability. Peters (1999) and others argue thatlike it or notpersonal branding represents theonly wayto surviveeconomic dislocations. The argument goes that, because the eco-nomic environment is out of the control of the individual, the indi-vidual must be ready to respond to that turbulence. Peters, forinstance,arguedthat ITIS THENEW MILLENIUM. YOU CAN-NOT STAND ONA PAT HAND. PERIOD. . . . Unless youvegot atrust fund up your sleeve, this radical reinvention of yourself . . .into BrandYou . . . isa necessity! (p.23). Similarly, personal brandstrategist and coach Catherine Kaputa (n.d.) claimed that there isno security in a job, any job, unless you add value to what the com-pany does, or add value to what the customer gets for his money

( 22). For Kaputa and others, a personal brand is the method bywhich one demonstrates their ability to add value to the companythus providingoneself with at least some degree of security. Takingcontrol of your own success and security in a turbulent economy




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through the development of a personal brand becomes even moreurgent as personal branding becomes more popular. Reach Com-munications Consultancy explicitly advances this argument on itsweb site, arguing,

It is only a matter of time before your peers or competitors jump onthe brandwagon. So uncovering, building and nurturing yourbrand now willensure that you get out in front of the packand expe-rience professional success beyond your dreams. (1-2-3 Success!,n.d., 4)

Thus, personal branding attempts toguaranteeitssuccess through a

cycle of inevitability: Economic turmoil is inevitable; personalbranding is the solution; others will brand themselves; therefore,you mustbrand yourself to succeed. Consultant Jan Austin cap-tures this personal branding imperative well on her web site withtheadmonishment thateveryone must learn to useunconventionalmethods in order to stand out and command the attention of onesaudience. YOU MUST BE A BRAND! (Austin, n.d., 1).

The root metaphor of much of this advice, as in most advertisingfor technology, is that of a race that must be run. The fear is con-stantly of falling behind or not being able to catch up.

The American mythos. The highly individualistic nature of per-

sonal branding resonates strongly with the by-your-own-bootstrapmythos that has historically played a central role in American cul-ture in general and American business culture in particular, as wellas with the neoliberal economic philosophy that has become soprominent for many Western governments. In this manner, per-sonal branding speaks into the long-standing presuppositionperhaps most famously articulated in Horatio Algers (1990) 19th-century novel,Ragged Dickthat a strong work ethic, centered onindividual initiative, is the key to realizing the American dream.The personal branding literature consistently positions individualsas responsible for charting their own futures. Kaputa (n.d.), forexample, played on the bootstrap theme by writing on her web sitethat self branders establish the greatest freedom, which is respon-sibility. Self branders make their own luck [and] create their ownopportunities. Self-branders are always working for themselves,




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even when they are working for a boss ( 24). Not only doesKaputa draw on American notions of self-reliance, but she alsoconnects such self-reliance to the equally American celebration offreedom.

Such connections are common from personal branding consul-tants; often, the turbulent economic environment is portrayed as auniquely exciting venue to exercise Americanism. Nowhere is thisconnection more striking, however, than in Peterss (1999) explicitconnection of personal branding to the American mythos:

America has always been the Self-Help Nation. Bootstrap Nation.

PioneerNation. In the early years of our democracy, everybodyprovided for themselves and their families (and their neighbors intimes of need). Nobody expected to be taken care of. Self-reliance,independence, and the freedom that goes with them were what westood for, what defined us. And then, about 150 years ago, whenGiant Corp. arrived on the scene (Giant Govt. came about 75 yearslater), we started to lose it. Our Franklinian it. Our Emersonianit. We succumbedexactly the right wordto Babbitry. To Big.Corp.-That-Will-Be-Mummy-and-Daddy-for-Life. (p. 14)

Here, Peters positions personal branding not only as a highly Amer-ican phenomenon but also as onethat restores traditional Americanvalues lost in the era of Whytes (1956) Organization Man. Per-

sonal branding is desirablebecause it affords individuals a strategyto negotiate a turbulent economy andit recaptures theidealsof self-reliance and self-sufficiency embodied in American icons such asBenjamin Franklin, Ralph Waldo Emerson, and Horatio Alger.

Disidentifying with cynicism. Finally, the arguments for per-sonal branding are unassailable within the walls of Brand You: toattack the idea is to be cynical; and to be cynical is to throw yourhands upandtake what theeconomy gives you. Peters(1997,1999)repeatedly railed against cynicism, often using Dilbert cartoons asa target of his ire:

We want (desperately) an anti-Dilbert character. (I love Dilbert.Hes right. Hes funny. But I hate thecynicism, except as a wake-upcall. Its my life, andIll notspendit pushing paper in some crummycubicle. And you?) (1999, p. 39)




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Other consultants similarly frame personal branding as a positive,solution-oriented effort. Kaputa (n.d.), for example, argued thatacting like a self brand arises out of the decision that you want totake control and that there is more to do. You want to be part of thesolution, not complaining about the problem ( 23). Personalbranding advocates consistently stress a positive outlook consis-tent with both the portrayal of economic turmoil as inevitable andthecall to American-style self-reliance: To give in to the turbulenceis to accept defeat; to lose faith in ones ability to succeed is to giveup on the American dream. Cynicism, then, is not an option; it canonly prevent one from succeeding. Instead, personal branding

encourages individuals to embrace the challenge of the contempo-rary economy by using personal branding as a strategy to succeed,leaving the cynics behind to have their situations dictated to themby the whims of the economy.

Taken together, each of these general appeals works to form aninterlocking series of arguments insulating personal branding fromcriticism.Personal branding proponents demonstrate an awarenessof the potential criticisms of personal branding and attempt to dis-miss them outright. For example, Peters (1999) wrote, I dontknow about you, but I dont feel in the least bit offended, de-meaned, or dehumanized by the thought of Brand You or BrandMe. Or Me Inc., another of my favorites (p. 26). Similarly,

Montoya (n.d.) argued, A Personal Brand is notyou; its thepublicprojection of your personality and abilities. That doesnt mean youare losing you the person; it does mean you are shaping the per-ception people have of you the person ( 1). Each of thesedefenses of personal branding is in fact bolstered by the circularityof the arguments above: Professionals should not feel guilty aboutbranding themselves, because branding is a necessary response toinevitable economic turmoil and a very American response interms of thecelebration of individual enterprise. And, after all, anycriticism of the strategy is just plain cynical. In effect, then, thesearguments work together to close in on the discursive space neces-sary to resist the encroachment of branding discourse into deeper

issues of personal and professional identity. We would characterizethis argumentative containment as a prime example of what Deetz




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(1992) termed discursive closure, referring to the control of com-munication where alternatives to the dominant position scarcelyhave a chance to be heard.

Personal branding is by itsvery designreductionistic because ofits style of expression. Also, it diverts attention from what Weber(1978) would have called more substantive aspects of individualrationality and identity and toward superficial and technically exe-cuted representations. Weber was certainly aware of the power ofrepresentation in his interpretive sociology of organizations; infact, he accorded organizational images a certain reality when peo-ple acted as if those images were important. On the other hand,

Weber was deeply concerned that modern rationality would playout in such a way as to obscure penetrating questions about values,identity, anddecision making. This was a concern fororganizationsas well as individuals. Although we are certainly not suggesting asharp line between substance and representation (see Burke, 1945/1969),wedo observe ways in which ones identity (and role perfor-mances) can be represented in more or less reductionistic ways.Reduction, as Burke (1945/1969) observed, is a type of representa-tion and, in his way of thinking, an expression of motives. But justas the representation can stand for the thing represented, so can thething represented stand for the representation. So, the real ques-tions becomethefollowing: What sort of symbolic equation arewe

favoring by using personal brands? What does brand identificationhighlight? Obscure or conceal? Ultimately, in this case, one canchoose(ornotchoose) to surrender identity projections to thefleet-ing dictates of fashion.

With personal branding, the rhetorical adjustment of the self tothe whims of management and how-to trends becomes not only astrategic activity one has to do but what one actively pursues as apersonal goalat least if we take the web sites of personal brand-ing consultants seriously. Personal branding offers itself as a pro-active, personal option and in some ways, it is. But it also suffersfrom theconstraints of an overpackaged, time-bound genre of self-expression that scarcely asks for much self-reflection. Indeed, per-

sonal branding leaves little room for audiences to experience au-thentic selves (or in Burkes, 1945/1969,terms,multiplemotives).




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THE CULTURAL CONSTRAINTS OF

PERSONAL BRANDING

PERSONAL BRANDINGS IMPLIED

MODEL OF WORK AND LIFE

Once onesteps outside of thecircular arguments with which per-sonal branding insulates itself from criticism, the unintended con-sequences of the strategy become apparent. In addition to (or per-haps because of) persuading employees to turn themselves into

saleable commodities, the personal branding discourse under-scores several ongoing social pathologies including overwork andthe erosion of personal relationships.

Certainly, the by-your-own-bootstrap themes echoed by per-sonal branding consultants call on individuals to stand out fromtheir competitors through hard work. Unfortunately, hard work isoften defined in quantitative rather than qualitative terms. Psychol-ogist Phillipson, in herrecentbookMarried to the Job (2002), drewan explicit connection between the Peterss (1999) ideologicalstance toward work and the pathological role that work plays in thelives of her patients. Phillipson offered a unique and compellingargument that our obsession with work is due not only (or even pri-

marily) to our drive for consumption (cf. Schor, 1992) but, rather,to the fact that work increasingly provides the emotional connec-tions that we lack in our(post)modern lives. Framing work throughpersonal branding seems to strengthen the forces driving the dra-matic increase in the American workweek at a time when someother industrialized nations are decreasing their working hours.

Time spent is a zero-sum game. If we spend more time working,we spend less elsewhere. Phillipson (2002) certainly saw this con-nection in her patients. But personal brandings effects on rela-tionships threaten to be more direct by calling for the worker tosacrifice familyand relationships in the interestsof developing and

maintaining Brand You. Peters (1999), for example, wrote,




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If Brand You isabout your signature WOW Projects. . . and itis . . .then you must somehow (consult the Time Management gurus)weed out the 96(!) percent of distractions . . . and Work-the-Hell-Out-of-Your-Signature-WOW Project (come Bloody Hell andBloody High Water). We all know folks who are going to . . . start abusiness. . . writea book . . . learnto skydive . . . build a house . . . assoon as they find the time. BULLSHIT! When you CARE youMAKE the time . . . and if that means saying NO! to your friends,your spouse, your kids (hey, I never said there would be no sacri-fices), well, there it is!

(When Im at work on a booki.e., nowI am unspeakablyrude to friends, family, colleagues. Sometimes correspondencegoes unanswered for a . . . year. And far too many Little League

games havebeen missed. And Mom has gone far too long without aphone call. Etc. Fact is: I dont know how else to do it?! And theremay well be no other way?) (p. 72)

Here, Peters calls for individuals to place their brands above theirrelationships. Other consultants take the idea of branding even fur-ther by arguing that personal branding as a strategy should beimportedinto relationships to save them. Consultant Chuck Pettis(n.d.), for example, relayed the narrative of one of his clients tomake this point: Will theorized that Branding works for our cli-ents, why wont it work for meand help mesellmy product(i.e.,me) to my customer(i.e., my wife?) ( 11). The discourse of per-

sonal branding, then, threatens to either lead people to ignore theirrelationships or to commodify such relationships within the frameof a market discourse.

Certainly, areas of personal life beyond time and relationshipsare jeopardized by the incursion of branding discourse into issuesof personal identity. In this essay, however, we would like to focusour attention on personal brandings implications for broader so-cial issues revolving around dimensions such as gender, race, age,and class.

We will develop the gender-based analysis in some detail be-cause of genders obvious presence in the texts under study. Withrace, age, and class, we wish to makeparallel observations in terms

of their potent absence from the discourses of personal branding.




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GENDER-BASED LIMITATIONS TO PERSONAL

BRANDINGS IDENTITY MANAGEMENT

Personal branding has the potential to objectify all workers;however,forwomen, theconcept of personal branding maybe evenmore problematic than for their male counterparts. In particular,personal branding promotes a feminine surface identity and a mas-culine internal identity, all the while perpetuating the work/homedualism. Personal branding encourages women to get ahead atwork, work as hard or harder than their male counterparts, andreach for the top but also to look womanly, take care of their exter-

nal appearance, be there for their children and husbands (if awoman has thembut recognize that if she does, she may not beviewed as a 100% company woman), and routinely act in the care-taker role at work.

Although women are urged to adopt the external appearance ofculturally defined femininity, the personal branding literature alsoinsists that women internally deny that same feminine identity.Since the 1970s, books about organizations such as GamesMother Never Taught You: Corporate Gamesmanship for Women

(Harragan,1977) and TheNewExecutiveWomen: A Guide to Busi-nessSuccess (Williams, 1977) havebeen telling womenthat to suc-ceed in industry, they must diminish the feminine and embody the

masculinebut not on the outside, of course! The message is thatfemininity is deficient when it comes to organizational success andthat, to succeed, women need to adopt particular strategies to denythe feminine. Personal branding sends the same message but in amuch more covert manner. The danger for working women whobuy into personal branding lies in what personal branding rules outwhile offering the appearance of empowerment.

An example of this canbe seen in Fisher-Roffers (2000)Make aName for Yourself: 8 Steps Every Woman Needs to Create a Per-

sonal Brand Strategy for Success. Fisher-Roffers book, a promi-nent text in the personal branding literature, explicitly takes thepersonal branding concept into a gendered context thus affording

an excellent window into the gender-based implications ofpersonal branding discourse. Fisher-Roffer claimed she targetswomenbecause I havent found many [books] that resonate with a




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womans emotional experience in striving to get ahead in work(p. 8), going on to claim that:

Building a personal brand strategy allows us to wield our truestselves. Instead of an assault on the marketplace, we come bearingthe gift of our own best qualities, packaged in a way to attract pre-cisely the people who need us, and want us, and will appreciate usthe most. (Fisher-Roffer, 2000, p. 8)

Althoughat first glance suchstatementsseemrelatively innocuous,a closer examination of the ways in which women are asked tobrand themselves proves to be problematic. Women fight against

thestereotype of being a sex object in theworkplace (Wood, 2001).Fisher-Roffer did not say that women should attempt to be sexobjects, but herbook does contain an entirechapter on how to pack-ageyour brand, complete with hair, make-up, nail color, and cloth-ingtips.Fisher-Roffer also makes more difficult thevery real work-home dualism that many womenface (Hochschild,1989).Personalbranding exacerbates the problem by simultaneously tellingwomen that they need to act like a brand, be indispensable to theirorganization, handle every situation, network with the higher ups,and at the same time be the good girl scout and have a backupplan for their childrens crises (Fisher-Roffer, 2000, p. 101).

Fisher-Roffer (2000) is just oneexample of how personal brand-ing strategists target working women to make them feel as thoughthey have no other option to get ahead than to brand themselves.Hamby (n.d.) explicitly targeted women by equating personalbranding to a marriage. She claimed that you have to treat yourbrand like a marriage giving it your unique strengths, values andtalents. If you dont give your brand everything youve got, thatyou will inevitably go through a brand divorce. Brand divorce,Hamby argued, occurs when women do not give their all to theirpersonal brand and do not accept that fact that the reality is that weare each responsible for ourown business succeeding or not (n.d., 7). Hamby places the burden of success squarely on the shoulders

of women and tells them that failure is because of their own flawsand mistakes. Similarly, personal branding strategist and coachKaputa (n.d.) offers a specialized seminar on personal branding forwomen. Kaputa claims that in this seminar, women will learn to




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break through the glass ceiling through effective self branding.Women will learn to look at themselves as a marketerwould look ata product that she wants to make a winning brand (n.d., 1). Onceagain, women are asked to perceive themselves as products, and todo it willingly and happily, in order to get ahead.

Thediscourse of personal branding, then, carries with it particu-larly troublesome gender implications by simultaneously suggest-ing women feel as though they need to brand themselves to getahead whileat thesame time makingthem feel individually respon-sible for failure, thus effectively placing women in a discursivedoublebind. Brandsconnote consistencyof roles,a promise of suc-

cess, and a standard mode of operationa daunting task for anyhuman being to achieve. In their double role, working women withfamilies are at risk of suffering an even greater work-home tensionby committing themselves to becoming a brand.

AGE, RACE, AND CLASS IN

PERSONAL BRANDING

Personal branding treats race, age, and class in a similar mannerbyexcludingthem from conversations ofwhois allowed tosucceedthrough personal branding. An article found on Latinoforum.com

(Personal Branding Books, 2003), stated,

Its not clear that everyone canor even shouldbe branded, however.Speak, for example, finds it easiest to teach personal branding tech-niques to corporate employees; other consultants prefer to workwith self-employed entrepreneurs. Montoya, for his part, doubtsthat everyone has the ability to do the soul searching required tobecome a brand. Although he feels that the ability to look at oneselfhonestly and openly is the most powerful and important skill inbecoming a good personal brand, he says, Some peoplehave it andsome peopledont. Imnotsure if its something that canbe learnedor not. ( 13)

We would agree that personal branding does not appear to be foreveryone, nordoes it send themessage that it is.Personal branding,by the language it uses, the depictions of those who use personalbranding on promotional materials, and the implicit absence of any




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discussion of difference, tells us who can be a brand and who can-not. The message of personal branding is problematic for workersin general, but it poses additional problems for workers who falloutside the realm of a White, middle-aged professional.

Age is one aspect that personal branding either ignores or viewsas a downfall to personal branding. Bergstrom and Holmes (2003)observed that the U.S. labor force will dramatically grey as thenumberofworkers aged 55 to64 increasesby 11.3 million by 2010.Thenecessityand/ordesireof many workers to remainin thework-force longer is often met with resistance, as older workers continueto face discrimination in theface of evidence that demonstrates that

they are equally competent on the job (Bergstrom & Holmes,2003). When older workers apply for jobs, they may run into dis-criminatory hiring practices; when struggling to stay in their cur-rent jobs, they may run into obstacles as well.

Personal branding, for the most part, rarely mentions theuniquedifficulties faced by the older working population; however, oneexample stands out. Kaputa (n.d.), a self-described company andpersonal branding strategy coach, has developed a personal brand-ingseminar specificallyfor the50+market. In this seminar, Kaputaexplainswhytheself-brand concept is crucial forpeopleolder than50. Personal branding asks older workers to turn themselves intoproducts to secureor maintain employment.Older workers are told

to reinvent themselves for the second act when they should beexperts in thefirst act (Kaputa, n.d.).From theperspectiveofper-sonal branding, then, the experience and expertise that come fromyears of work are beneficial only to the extent that they can bebranded as a marketable commodity.

Although age has at least one mention in the current personalbranding literature, race does not. We havenotfounddiscussions ofrace, whether in books, on the Internet, in articles, or in marketingmaterials such as newsletters and brochures. A thorough examina-tion of personal branding web sites and promotional materialsrevealed only two web sites that had pictures of people whose racewas other than White; in all of the pictures, older workers and non-

white-collar-looking workers wereabsent. In short, the literatureofpersonal branding is overwhelmingly silent on the issue of race.The only non-White personal branding consultant we found wasStedman Graham, author of the personal branding book, Build




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Your Own Life Brand(2001). Graham is probably best known forhis long-time association with Oprah Winfrey and Graham fre-quently mentions Oprah as a model in his prescription for personalbranding.

The racial blindness of personal branding speaks to the largerracial blindness apparent in organizational studies within theUnitedStates. CheneyandAshcraft (2003)claimed that organiza-tional communication scholars havesaid much less about theracialdimensions of work than they have about gender dynamics andurged sustained attention to the racial division of labor, for weobserve that the imagesof many professionals arecoded forWhite-

ness, evenwhen the intention todoso isbelow the surface ofaware-ness (p. 16). Personal branding appears to support the status quoimage or brand, if you will, of the professional as largely White.Ashcraft and Allen (2003) have argued that if a person of color isadmitted into the organization, they are expected to conform tothe general practice of Whiteness to be viewed as a professional,whereas thewhite-collarworker is neveraskedto perform anythingother than simply being White (i.e., culturally speaking). Personalbranding not only helps to fix the ideaof the White professional butalso leaves little room for alternative identities.

As for issues of race, issues of class are largely ignored in thepersonal branding literature. The personal branding literature ex-

hibitsa markedabsenceof classawareness.Although this literatureis certainly addressed to a white-collar audience, Peters (1999)framedthat audience as ninety-plus percent of us(p. ix). Regard-less of the accuracy of Peterss fact, such a statement speaks vol-umes about the presumed applicability of personal branding as anemployment strategy. This elitist perspective, with its implicitassumption that everyone is climbing the ladder, is blind to the lim-its on possibilities imposed by class positions. Consider, for exam-ple, the class differences implicit between the types of jobs avail-able to those in Peterss Brand You world versus those jobs in thecondemned Dilbert world (see the appendix). The assumptionsbehind these differences are predicated on a white-collar work

world, presenting options that may not be available in the work-place for those whose jobs offer significantly less room for indi-vidual initiative and freedom.




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The seemingly classless perspective advanced in personalbranding discourse, then, functions as a double-edged sword. Onone hand, it serves to recast the other side of the self-reliance-equals-success mythologyin effect, blaming the poor for pov-erty. By invoking the rags-to-riches Alger (1990) myth through itsemphasis on the individuals ability to succeed if only they can findthe right way to promote themselves, personal branding discourseleaves those who are economically marginalized as responsible fortheir own lot. Their economic failures become simply a result oftheir inability or unwillingness to package themselves correctly.Missing from this perspective, however, is how service workers

seemingly cast as white collar by Peterss reckoningare to de-velop theskillsand resources that they wouldneed to market them-selves; they certainly could not afford the $5,000 Fisher-Roffercharges for an initial three-hour personal branding consultation(Noxon, 2003).

Themessage is clear: If youre working in a Dilbert (low-payingservice or technical) job, it is because you have not successfullybranded yourself; it is no fault of your employer or broader struc-tures or policies. If you are an older worker who is struggling withdeveloping or keeping a career in the current employment climate,it is because you have not found a way to brand yourself for thesecond act. And if you are not White you will have trouble find-

inga prefabricated seminar that seemsto invite your ethnicidentity.We believe that by ignoring issues of race, personal branding func-tions to keep the image of the White professional intact. The mes-sage is clear in its absence: Race does not appear to be a brandablecharacteristic.

CONCLUSION:

PERSONAL BRANDING, ETHICS,

AND COMMUNICATION

The broad tendency of personal branding is to shield itself fromethical scrutiny. This is in part because of the way it wraps itself inan upbeat celebration of democratic choice and opportunityper




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the ethos of marketing in general. As we will show, an ethicallyconscious rhetorical critique of the personal branding movementreveals the true limitations of themovementsclaims regardingper-sonal agency and efficacy. At the same time, the movement dis-plays rather narrow conceptions of gender, race, and class. Finally,themovement can function to distort social relations through a fur-ther commodification of intersubjectivity. To develop in more spe-cific terms ourethical critique,we would like to consider these fourareas: the implied audience of personal branding, the implied indi-vidual person, the distortion of social relations, and the diversionfrom systemic analysis.

THE IMPLIED AUDIENCE

We are now in a good position to comment on the implied audi-ence (cf. Black, 1970; Wander, 1984) of the personal brandingmovement. We have already observedsomeof thegender-oriented,race-based, and class-specific aspects of personal brandingatleast as the movement has been articulated by its key proponents.We can now say that the primary audiencethough not the exclu-sive oneis a largely White, male, professional class of middlemanagers andother dislocated professionals whoareseeking a new

formula for success in a world seemingly turned upside down. Tothe extent that other groups are addressed by personal branders,they are either assumed to fit this dominant mold (i.e., by beingconspicuously absent from thediscourseand imagery of thebooks,web sites, and seminars) or they are implicitly instructed to resolveindividually any tensions that might be present between their cul-tural norms for work and career and those of the packaged pro-fessional. From the sources we have surveyed, we would say thatthe personal branding movement makes a nod toward diversity inthe category of gender but that it in fact perpetuates stereotypesof women and does not adequately deal with either the second shiftor the glass ceiling. Age is rarely mentioned; when it is, it is treated

as a problem that one must overcome by developing the perfectbrand.




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THE IMPLIED INDIVIDUAL

The personal branding movement, as revealed in the web sites,books, andseminars treated here, draws heavily on an ethos of self-reliance and atomized responsibility and on themythos of themar-ket as a democratic domain of possibility. The position of the indi-vidual within the discursive universe of personal branding is bothelevated and highly constrained. Although the individual is beingtold that he or she is the center and urged to formulate and reformu-late a distinctive identity, there is little talk of internal spiritual oremotional growth and even less questioning of the system that

supposedly requires the branding of self and career. The personalbranding movement presents itself as the only reasonable alter-native for individual success but does not engage the fact that therange of options under discussion is remarkably narrow, especiallywhen seen in a wider historical and cultural context.

THE DISTORTION OF

SOCIAL RELATIONS

In his controversial book, The Corrosion of Character, Sennett(1998)describedwell how thecontingent work culture hasnotonly

undermined bonds of loyalty between employer and employee butalso has fostered a kind of shallowness in human relations at work.At the same time, organizations of all sorts are renewing their per-suasive campaigns that portray their work environments as warm,friendly, supportive, and attuned to the needs of individuals andfamilies. Put in neo-Kantian terms, the ethos of personal brandingoffers little concern for others and no regard, in logical terms, forthe results of generalizing the very kinds of behavior and think-ing that personal branding promotes. That is, a professional workworld where personal branding predominates would also be onewith few enduring bonds and little trust but a great deal of politicalmaneuvering, competition, and cynicism. Social values have little

depth beyond their packaging and promotion, and inhabitants ofthis marketed world would not be expected to hold or demonstrate




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lasting social commitments. Players would be looking at them-selves in the mirror as well as over the shoulders of others whilethey strive to fashion and refashion themselves without concern forvalues, deep satisfactions, or contributions to society.

THE DIVERSION FROM

SYSTEMIC ISSUES

Ultimately, personal branding suggests a highly individualizedprofessional world of activity and relationships within the parame-

ters of conformity andcynical game playing. In oursurvey ofmajorsources andresourcesforpersonal branding,wehavefound littletosuggest the importance of collaboration and even less to suggestthat people work together to change the rules of the game. In thiscase, the lack of systemic reflection equates perfectlywith a lack ofethical self-examination. If a form of virtue ethics were employedalongside the promotional discourse of personal branding, therewouldbe some hope for thenoble professional. Instead, an exceed-ingly narrow form of instrumentality underlies the main discourseof personal branding, and it offers no encouragement to the indi-vidual professional to reevaluate or apply values.

In sum, by capitalizing (pun intended) on a crisis image of

economic turbulence and individual disorientation, the personalbranding movement threatens to perpetuate individuals sense ofalienation. At the very least, we find nothing in the books, websites, or seminars to encourage individuals toward self or socialtransformation. However, because our analysis here is focused onthe possibilities of subject positions invited by personal brandingdiscourse, it cannot speak to the ways in which that discourse isactually taken up and used (or misused) by its ultimate consumers.An interesting extension of this analysis of personal brandingwould be to follow the path of other researchers (e.g., see Nadesan& Trethewey, 2000) to explore thereactionsof actualconsumers ofpersonal branding andto seehow they managethetensions of iden-

tity presented in the discourse.For the study of organizational communication and for organi-

zational studies in general, the case of personal branding offers animportant way of illuminating the contemporary relationships be-




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tween work and culture. In personal branding, we find yet anotherapplication and extension of marketings concepts, in line withU.S. individualism and as a response to the changing nature of thelabor market and professional life. Personal branding representsyet another reason that we should question the container model oforganizations as a set of boundaries for our analyses (Carlone &Taylor, 1998; Cheney & Christensen, 2001; R. Smith, 1997).Although a certain kind of communication is offered by the per-sonal branders as the solution to economic disadvantage and dislo-cation, that communication itself may contribute to social alien-ation as well as to a delay in the necessary structural changes of the

society.

CLOSING CAVEAT

We are at risk in this essay for offering a one-sided critique ofpersonal branding. We have adopted a critical standpoint that pre-sumes,to some extent, real, foundationaldepth to personal identity.Thisposition is tempered,however,by postmodern understandingsof the multiplicity of identity and rationality, the ongoing play ofsymbols, and the folly of neatly elevating what we would deem to

besubstanceover what is apparent on thesurface. Ourcommentaryis certainly not unidimensional in its attention to issues of gender,race, andclass,but wesometimes talk about personal branding as ifit had both a monolithic message and a univocal possibility forexpression. This is, of course, not necessarily the case. Diversestudies of consumerism and marketization (broadly speaking)reveal that even within genres of experience and communication asseeminglyconstrained as personalsads (!), multiple avenues of useand expression are possible and actual (Coupland, 1996). Just asGabriel and Lang (1995) have pointed out the doors to multipleconsumer identities, we wish to be open to meanings and practicesof personal branding still unforeseen. For example, how might

savvy, self-reflexive, or even cynical appropriations of personalbrands actually lead to a form of social transformationon thelevel of the individual, organizational, professional community, oreven beyond? So, what is your brander, stand?




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APPENDIX

Employment in a Brand You World

Brand You World Employee World

Working on a memorable (WOW) project.

(If its not WOW . . . Ill make it WOW

. . . or bust trying!)

Doing whats assigned

Committed to my craft. Intend to be incred-

ibly good at s-o-m-e-t-h-i-n-g

Working assiduously on in-box

contents

Chose this project because it will add to my

learning/because it will s-t-r-e-t-c-h me/

because it allows me to hang with cool

people

Its what the boss told me to do.

(Give me a break.)

Dont waste a single lunch . . . networking

is my mantra

Lunch is my business!

Understand that Projects-Are-ME. Period.

(This aint funny: I am my project

portfolio.)

I show up. I dont make waves.

Piss some people off. (Because of my

strong beliefs.)

Dont rock the boat!

Would love to have been with Washington

at Valley Forge!

Im almost vested. Dont tread

on me!

Its better to ask forgiveness after the fact

than permission before. (Always!)

Dont expose your butt.

SOURCE: Peters (1999, pp. 6-7).

NOTES

1. We shouldoffer severalobservations aboutterminology.First, we recognize

a cluster or constellation of interrelated terms, all dealing in this case with the

intersection of market forces and social affairs. Besides commodification , the key

terms in this group are marketization, commercialization , and McDonaldization

(Ritzer, 1993). We might well add objectification, although it is broader in scope,

simplybecause of thelong tradition in socialcriticism forobservingthe treatment

of persons as objects in advertising and other institutions (Cheney & Carroll,

1997). Although we could easily devote an entire essay to defining these terms or,

more usefully, capturing the orbits of meaning surrounding them, here we would

simply observe, following Desmond (1995), that commodification refers broadly

to the substitution of an objective product or humanly defined part of the natural

world for an aspect of the social world. Following Marx (1867/1967), this means

that somethings fundamental use values become colonized by exchange and




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sign values, thus reducing the range of meaning (or even life force, if you will) of

the part of society in question. Although such issues are beyond the scope of this

essay, for now we wish to comment on the obvious commodifying and reduc-

tionistic aspects of branding a person while at the same time being open to the

ironic possibilities for creative uses of those meanings by the persons using them

or by others (as we address briefly at the end of the essay).

2. Perhaps somewhere in between Montoyas (n.d.) product-centered and

Hambys (n.d.) identity-centered visions of personal branding is Peterss (1999)

invitation for readers to write short Yellow Pages ads for themselves. As an ex-

ample of such short, pithyself-descriptions, Peters cited Erik Hansen, whose per-

sonal Yellow Pages ad reads:

Funny, irreverent,cynical, optimistic, thrill-seeking Gemini thrives on working hardwith smart people. Former North Sea fisherman, steel sculptor, glass blower, explo-

sives man, world traveler has settled down . . . to become an anal-compulsive-detailoriented project manager/editor. Wont work with whiners. Wonders why no oneseems to know how to load a dishwasher properly. Guiding Motto: from HenryJames: Be one on whom nothing is lost. Motto #2: Work hard. Play hard. Eat well .Buy Art. Motto #3: If youre not having fun, youre not doing the write thing. (1999,p. 36)

3. None of this is to saythat theempirical, rather than ideal,persons occupying

the careers of late 19th- or early 20th-century Weberian-style bureaucracies were

notmotivated by self-interest but, rather, to heighten the dangers lurking when

even the checks described by Weber (1978) are removed from workers career

motivations.

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appendix b - lair sullivan and cheney 2005

Documents