Abram Anders

Research, Media, Flows, Etc.

Email vs Voicemail? A Study of B2B Buyer Communication Preferences

Anders, A., Coleman, J., & Castleberry, S. (2017). Communication preferences of business-to-business buyers for receiving initial sales messages: A comparison of media channel selection theories. International Journal of Business Communication. https://doi.org/10.1177/2329488417702476

Abstract: Recent research on media channel selection theories has called for studies exploring communication in interorganizational business relationships and for specific work functions. The present study addresses this need through an exploration of buyer-seller communication practices in business-to-business contexts. Based on a survey of buyers, it offers a comparison of e-mail and voice mail with an emphasis on preferences for initial or cold call sales messages. The study design compares the explanatory power of three prominent theories of media channel selection: media richness theory, channel expansion theory, and media synchronicity theory. Results indicate that e-mail and voice mail/phone are the most frequently used media channels for business-to-business sales communication. Buyers preferred to receive initial messages from new salespeople by e-mail. Voice mail and phone are preferred for specific processes in established relationships, including conflict resolution, negotiations, and relationship building. Of the three theoretical models, media synchronicity theory offered the most thorough and robust account of buyer media preferences and channel selection rationales. Congruent with the expectations of media synchronicity theory, buyers preferred e-mail for communication processes characterized by the conveyance of information due to its capabilities for information processing. In particular, buyers preferred the higher parallelism of e-mail—including its capabilities for engaging in multiple conversations simultaneously—as it supported multitasking working styles.

ABC Rising Star

I was extremely honored to win the 2016 Rising Star Award from the Association for Business Communication at the recent annual convention in Albuquerque, NM. See more details here.

Bertha Du-Babcock, president of the Association for Business Communication, presents LSBE Associate Professor Abram Anders with the Rising Star award.

Business Storytelling to Develop Emotional Intelligence

Anders, A (2016, April). Business Storytelling: Applications for Teaching Emotional Intelligence and Leadership Skills. Association for Business Communication Midwest/Southeastern Conference, St. Louis, MO.

This presentation makes the case for using business storytelling to teach emotional intelligence and leadership skills. In addition to highlighting recent research, it explores diverse models for storytelling including the hero’s quest from Joseph Campbell’s “The Hero with a Thousand Faces,” Dan Harmon’s “Story Circle,” Pixar’s “22 Rules of Storytelling,” and the “Digital Storytelling Cookbook.” The presentation includes examples of activities and exercises that could be used for business communication courses, MBA classes, or even executive training programs.

 

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