Over the last 2 decades, the nations that once comprised the Soviet Union have begun to play an increasingly important role in the global economy. As a result, today's technical and professional communicators could find themselves interacting with co-workers, colleagues, and clients in these nations. Being successful in such contexts, however,…

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…

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"…

Addresses five questions that must be considered by business communication researchers if the results of surveys are to be significant and useful: What do the researches want to know? About whom do they want to know it? How should the questions be worded? How should appropriate and adequate responses be elicited? and How are the results to be…

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)

Business communication is different from other domains in that its contextual meaning requires previous metacognitive mediation of signs. The communicative process in business is aimed at accomplishing a specific outcome. Various forms of meaning come into play in business communication such as denotative, connotative, stylistic, affective,…

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…

Explores effects of differential quality of leader-member exchange on cooperative communication among work group members. Suggests that the nature of an individual's exchange with his/her leader and his/her leader's upward leader-member exchange significantly impact perceived use of coworker cooperative communication. Provides evidence of linkage…

Lists 35 job titles and the communication skills required for them obtained from 1 issue of the "National Business Employment Weekly." (SR)

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…

Draws from the literature on organizational and managerial effectiveness to construct a three-dimensional "competing values model." Illustrates the dynamic interplay between the highly contrasting characteristics of four types of presentational communication. Discusses the benefits of the model and suggests its usefulness as an evaluative tool for…