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)

Investigates how employees perceived organizational "rules" in describing specific communication problems. Finds that stating clear policy would have helped head off 20% of the problems described; respondents mentioned many more unwritten than written means by which communication expectations were conveyed; and organizations with written…

Finds that when uncertainty is low, low differentiators form proportionally more intraorganizational links than do high differentiators, but when uncertainty is high, high differentiators form proportionally more intraorganizational links than do low differentiators; also, low differentiators generally rely more on vertical links when uncertainty…

Investigates how organizational and communicative factors differ for a technical innovation and a community-based innovation within a large, technically-oriented governmental organization. Finds that complexity, persuasion, interpersonal channel use, and interpersonal channel utility were rated more highly for the technical innovation, and…

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 dimensions that contribute to caller satisfaction (of toll-free corporate hotlines) included operator characteristics such as knowledge, courtesy, and interest; specific behaviors such as apologizing for a problem, thanking the consumer for calling, and encouraging them to call again; and reducing time placed on "hold." (SR)

Finds that communication apprehension (CA) was linked to two interpretive styles: it was positively linked to "deficiency focusing" and negatively linked to "envisioning success." Shows that greater preparation was not an effective way of coping with CA. (SR)

Contributes to scholarship on employment interviewing effectiveness. Outlines how some interviewer strategies are actually counterproductive. Argues that interviewers can better serve employers' and applicants' needs by enabling the best performances of which applicants are capable, practicing conscious transparency, and sharing control of the…

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"…