Abstract
We articulate a dynamic theory of media adaptation in dyadic influence. We identify key underlying attributes of media and discuss how individuals enact and regulate these features to use media adaptively within influence situations. Our model and propositions account for (1) the ways that attributes of communication media affect how influence-seeking behavior is generated and perceived and (2) the strategic adaptations of media that parties to organization-based influence attempts make.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 272-292 |
| Number of pages | 21 |
| Journal | Academy of Management Review |
| Volume | 29 |
| Issue number | 2 |
| DOIs | |
| State | Published - Apr 2004 |
| Externally published | Yes |
ASJC Scopus subject areas
- General Business, Management and Accounting
- Strategy and Management
- Management of Technology and Innovation