Differentiators disappear

 Remember that Different receivers will respond differently to the same message presented in a particular medium.  A decision maker who likes to study information in detail and who tends to be an introvert will prefer to base decisions on a written proposasal. A more intuitive decision maker ,by contrast, would probably glance through the details in a written proposal but rely heavily on any accompanying presentation and the overview elements. The growth of the internet and the widespread use of e-mail have spawned a trend for electronic submissions.