International Journal of Business Communication

A laboratory experiment investigated how the dimensionality of computer- generated graphs affects users' abilities to extract information from the graphs. Two-dimensional graphs were found to be more reliable in communicating infor mation quickly and accurately than corresponding three-dimensional graphs. A surprising finding was that a commonly used, but technically incorrect, three- dimensional graph performed better than its corrected version.

In this study we apply compliance-gaining theory to actual memos to determine if the principles explain the content and style of the memos, written by managers to their subordinates. The memos represent two tasks of managers: reminding employ ees of accepted behavior they have neglected to follow and announcing changes in policies and procedures. A textual analysis shows that features of compliance gain ing governing message production do explicate the power base, verbal strategies, and tactics, as well as the negotiating process underlying these memos. On the other hand, the advice for delivering bad news—buffer, reasons, implied refusal, and positive ending—does not describe the text of these memos. In addition, many con textual features are foregrounded in a compliance-gaining analysis of the memos. Compliance-gaining theory, with its grounding in organizational behavior, may be more appropriate in analyzing management memos than the bad news formula, which is based on sales principles.

This study explored the relationship between compliance gaining strategy choice, communicator image, and salesperson effectiveness. One hundred-sixty real estate salespeople completed questionnaires assessing their use of compliance gaining strategies, their perceived communicator image, and their sales success. No statisti cally significant relationships were found between the use of compliance gaining strategies and sales success. However, the findings did indicate a link between communicator image and sales success.

This paper introduces the constructs of interpretive styles from the empowerment literature. It proposes these styles as cognitive variables that shape communica tion apprehension (CA). We report an empirical study of oral briefings by naval officers. Results show that CA was linked to two interpretive styles: it was posi tively linked to deficiency focusing (the tendency to focus on what is wrong, can go wrong, and is wrong with oneself) and negatively linked to envisioning suc cess (the tendency to build mental images of succeeding). Results also show that CA diminished performance on the briefing, and that greater preparation was not an effective way of coping with apprehension.