Alt_et_al-2016-Journal_of_Management_Studies.pdf (766.86 kB)
Selling issues with solutions: Igniting social intrapreneurship in for-profit organizations
journal contribution
posted on 2023-08-30, 14:18 authored by Elisa Alt, Justin B. CraigWe offer an explanation of the issue selling process when issues deviate from the dominant logic of organizations. Our main objective is to articulate the multiple ways in which socially oriented innovations can be legitimated in for-profit organizations through the work of bottom-up change agents, also known as social intrapreneurs. To unpack this multiplicity, we draw on both institutional theory and the framing perspective in social movements. Specifically, we propose how sellers may advance social issues with solutions by drawing on the logic composite
of both organizations and selling targets. By providing an account of the social issue selling process in for-profit organizations, we consider how the nature of an issue shapes selling efforts when it diverges from the dominant logic, and we shed light on how the content choices of sellers relate to the meaning systems of organizations and targets.
History
Refereed
- Yes
Volume
53Issue number
5Page range
794-820Publication title
Journal of Management StudiesISSN
1467-6486External DOI
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WileyFile version
- Accepted version
Language
- eng
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Legacy posted date
2016-06-20Legacy creation date
2016-06-13Legacy Faculty/School/Department
ARCHIVED Lord Ashcroft International Business School (until September 2018)Usage metrics
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