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Enacting Social and Commercial Logics in Issue Selling
journal contribution
posted on 2023-09-01, 14:12 authored by Elisa Alt, Justin B. CraigWe 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
History
Refereed
- Yes
Volume
2015Issue number
1Page range
17925-17925Publication title
Academy of Management ProceedingsISSN
2151-6561External DOI
Publisher
Academy of ManagementFile version
- Accepted version
Language
- eng
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Legacy posted date
2017-11-03Legacy creation date
2017-11-03Legacy Faculty/School/Department
ARCHIVED Lord Ashcroft International Business School (until September 2018)Usage metrics
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