“Follow-up the Email”: Upward Directed Persuasion in the Contemporary Workplace

Nelson Lamar Reinsch Georgetown University ; Jeanine Warisse Turner Georgetown University

Abstract

In this article, we replicate important findings about workplace persuasion (e.g., a preference for face-to-face rather than computer-mediated messages). We extend those findings by including videoconferencing among the available channels and determining that practitioners regard video as less effective than face-to-face and more effective than email. Furthermore, we find that business practitioners prefer multichannel strategies for upwardly directed persuasion, and that some—more women than men in our sample—call on a person to serve as one of the channels. These findings provide insights that teachers can apply in the classroom; they also suggest questions for future research.

Journal
Business and Professional Communication Quarterly
Published
2025-06-01
DOI
10.1177/23294906231197411
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