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

Text Accepted Version Restricted to Repository staff only Available under the following license: Creative Commons Attribution Non-commercial No Derivatives. Download (102kB) | Request a copy

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:	ARCHIVED Lord Ashcroft International Business School (until September 2018)
Depositing User:	Ian Walker
Date Deposited:	03 Nov 2017 17:18
Last Modified:	09 Sep 2021 19:01
URI:	https://arro.anglia.ac.uk/id/eprint/702414

Actions (login required)

Edit Item