In this study we apply compliance-gaining theory to actual memos to determine if
the principles explain the content and style of the memos, written by managers to
their subordinates. The memos represent two tasks of managers: reminding employ
ees of accepted behavior they have neglected to follow and announcing changes in
policies and procedures. A textual analysis shows that features of compliance gain
ing governing message production do explicate the power base, verbal strategies,
and tactics, as well as the negotiating process underlying these memos. On the other
hand, the advice for delivering bad news—buffer, reasons, implied refusal, and
positive ending—does not describe the text of these memos. In addition, many con
textual features are foregrounded in a compliance-gaining analysis of the memos.
Compliance-gaining theory, with its grounding in organizational behavior, may be
more appropriate in analyzing management memos than the bad news formula,
which is based on sales principles.
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