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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. Craig
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

History

Refereed

  • Yes

Volume

2015

Issue number

1

Page range

17925-17925

Publication title

Academy of Management Proceedings

ISSN

2151-6561

Publisher

Academy of Management

File version

  • Accepted version

Language

  • eng

Legacy posted date

2017-11-03

Legacy creation date

2017-11-03

Legacy Faculty/School/Department

ARCHIVED Lord Ashcroft International Business School (until September 2018)

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