The Relational Dynamics of Issue Selling: Enacting Different Genres for Dealing with Discontent
| Autor: | Kristina Lauche, Miriam Erez |
|---|---|
| Rok vydání: | 2023 |
| Předmět: | |
| Zdroj: | Academy of Management Journal, 66, 2, pp. 1-25 Academy of Management Journal, 66, 1-25 |
| ISSN: | 0001-4273 |
| Popis: | Contains fulltext : 250372.pdf (Author’s version preprint ) (Open Access) Actors without formal power can initiate and shape organizational change through issue selling as a means to address their concerns about organizational practices. The literature has emphasized the need for perspective taking and found discontent to be associated with inhibiting fear. Based on a longitudinal field study of middle managers trying to instigate strategic renewal in six different manufacturing companies, we find that discontent can also energize issue selling, particularly if sellers and recipients also engage in perspective taking. We identified three different genres of issue selling and enacting discontent that are jointly shaped by sellers and recipients: 1) productive confrontation, 2) avoiding escalation, and 3) collective moaning. In a process model of issue selling as framing, mobilizing and pursuing, we illustrate how the genres form part of an organization’s collective repertoire of initiating and responding to change. Our findings have implications for pursuing change as well as for managers seeking to create a constructive environment for expressing discontent. 24 maart 2022 25 p. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
|