Spray & Pray: Passive receivers are showered
with information
Tell & Sell: A restricted set of messages with
explanations for importance and relevance
Underscore & Explore: Give-and-take strategy for
communicating key issues
Identify & Reply: Responding to employee
concerns about prior communications
Withhold & Uphold: Telling employees only what
they need to know when you think they need to know it
Clampitt’s Communication Strategy Continuum
Seeking a Middle-Ground Communication Strategy
— Avoid
Spray & Pray and Withhold & Uphold.
— Use
Tell & Sell and Identify & Reply sparingly.
— Use
Underscore & Explore as much as possible.
Merging Communication Strategies and Media Richness:
Managers need to select the richest medium possible when employing Tell &
Sell, Identify & Reply, and Underscore & Explore strategies.
The Grapevine: The grapevine is the unofficial and
informal communication system in an organization.
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