Enacting Social and Commercial Logics in Issue Selling

Alt, Elisa and Craig, Justin B. (2015) Enacting Social and Commercial Logics in Issue Selling. Academy of Management Proceedings, 2015 (1). p. 17925. ISSN 2151-6561

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Official URL: https://doi.org/10.5465/AMBPP.2015.260

Abstract

We articulate how issue sellers engage social and commercial logics in order to advance social issues in for-profit organizations. We advance understanding on selling mechanisms by proposing how sellers undertake diagnostic, prognostic, and motivational framing tasks, and how these tasks draw on the logic composite of organizations and selling targets

Item Type: Journal Article
Keywords: Issue selling, Organizational logics, Social issues
Faculty: Lord Ashcroft International Business School
Depositing User: Ian Walker
Date Deposited: 03 Nov 2017 17:18
Last Modified: 16 Jan 2018 14:45
URI: http://arro.anglia.ac.uk/id/eprint/702414

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