The Medium and the Message: The Adaptive Use of Communication Media in Dyadic Influence

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.