Enacting social and commercial logics in issue selling

Elisa Alt, Justin B. Craig

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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.

Original languageEnglish (US)
Title of host publication75th Annual Meeting of the Academy of Management, AOM 2015
PublisherAcademy of Management
Pages1431-1436
Number of pages6
DOIs
StatePublished - Jan 1 2015
Event75th Annual Meeting of the Academy of Management, AOM 2015 - Vancouver, Canada
Duration: Aug 7 2015Aug 11 2015

Other

Other75th Annual Meeting of the Academy of Management, AOM 2015
CountryCanada
CityVancouver
Period8/7/158/11/15

ASJC Scopus subject areas

  • Management Information Systems
  • Management of Technology and Innovation
  • Industrial relations

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