Outlines and analyzes the Targowski/Bowman model of communication. Suggests adaptations for the model, noting that these changes increase the model's explanatory power and its capacity to predict the communicative outcome of a message given in a business situation. (MM)

Notes that Priscilla Rogers suggests that convergence underlies a more fruitful way of doing research that requires familiarity with a number of related areas and with relevant disciplines and their methods. Comments further on the implications of convergence and commonality of purpose, and proposes the concept of partnership research as a useful…

Critically analyzes magnitude estimation scaling for its potential use in business communication research. Finds that the 12-15 percent increase in explained variance by magnitude estimation over categorical scaling methods may be useful in theory building but may not be sufficient to justify its added expense in applied business communication…

Demonstrates the use and potentially positive effects of postpurchase communication on order refund requests and reorder rates. Finds that dissonance was effectively reduced through postpurchase communication. (MG)

Examines the growth and scope of corporate benefits packages and their usefulness to the average worker. Assesses a sample of benefits packages from Fortune 500 corporations and finds that both the documents' readability and comprehensibility levels are beyond those of the average worker. (MG)

Finds that the three most common recruiter verbal behaviors were statements disclosing company information, self-disclosures, and Helper Responses (asking applicants questions). Finds that recruiters who paraphrased, asked questions, and made influencing statements tended to be rated significantly higher on their expertness, or competence. (SR)

Noting the lack of business communication research, the authors conclude that a mind-set may exist toward quantitative research. They define and advance qualitative research techniques as an alternative. (PD)

Tests the effects of the Open and Dominant communication styles (from R. Norton's communicator style dimensions) on judgments and perceptions of sales effectiveness. Finds the respondents rated the high Dominant/low Open and low Dominant/high Open salesperson more favorably than the high Dominant/high Open or low Dominant/low Open salesperson. (MG)

Reports two studies investigating the relationship between communication style variables and sales performance. Relates findings which indicate that the "precise" dimension of communication is strongly associated with effective sales performance and that different combinations of the "precise" and "friendly"…

Presents a study of the business communication connecting an organization with others in its environment. Links boundary spanning with network theory and proposes the concept of an extended network of communication. Studies the relationship between boundary-spanning communication and individual influence in a network with 108 organizational…

Includes nine responses from college faculty to Daniel's article (EJ 285 194) on business communication. (PD)

Examines key words in 100 abstracts of articles published between 1988 and 1994 in this journal to uncover major concepts of the study of business communication. Suggests a central clustering of research in the field around the frequently used concepts of personnel, employees, written skills, sales, and listening, as well as other more diverse…

Describes what business communication professors and practitioners believe are the most important research issues. Compares research being published to that which is rated as the most important. Lists criteria of good business communication research. Determines the extent to which the published research is meeting the criteria for good business…

Finds (1) that corporate use of certainty in public business discourse is not affected by organizational profitability status or industry type; (2) a significant difference in the use of certainty exists between corporate oral and written communications; and (3) the use of certainty in corporate public business discourse does not differ…

Examines a structural equation model of the effects of persuasiveness, salience, and uncertainty on participation in innovations, focusing on the process by which an innovative manager in a financial institution secures support from other managers in the early stages of an innovation. Finds that persuasion had a paramount impact on participation.…