Enacting social and commercial logics in issue selling

Elisa Alt; Justin B. Craig

doi:10.5465/AMBPP.2015.260

Enacting social and commercial logics in issue selling

Elisa Alt, Justin B. Craig

Entrepreneurship (ENTR)

Research output: Chapter in Book/Report/Conference proceeding › Conference 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 language	English (US)
Title of host publication	75th Annual Meeting of the Academy of Management, AOM 2015
Publisher	Academy of Management
Pages	1431-1436
Number of pages	6
DOIs	https://doi.org/10.5465/AMBPP.2015.260
State	Published - Jan 1 2015
Event	75th Annual Meeting of the Academy of Management, AOM 2015 - Vancouver, Canada Duration: Aug 7 2015 → Aug 11 2015

Other

Other	75th Annual Meeting of the Academy of Management, AOM 2015
Country/Territory	Canada
City	Vancouver
Period	8/7/15 → 8/11/15

ASJC Scopus subject areas

Management Information Systems
Management of Technology and Innovation
Industrial relations

Access to Document

10.5465/AMBPP.2015.260

Cite this

@inproceedings{996f4eac9f1e4fb094f2dcc3f6c1461a,

title = "Enacting social and commercial logics in issue selling",

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.",

author = "Elisa Alt and Craig, {Justin B.}",

year = "2015",

month = jan,

day = "1",

doi = "10.5465/AMBPP.2015.260",

language = "English (US)",

pages = "1431--1436",

booktitle = "75th Annual Meeting of the Academy of Management, AOM 2015",

publisher = "Academy of Management",

address = "United States",

note = "75th Annual Meeting of the Academy of Management, AOM 2015 ; Conference date: 07-08-2015 Through 11-08-2015",

}

TY - GEN

T1 - Enacting social and commercial logics in issue selling

AU - Alt, Elisa

AU - Craig, Justin B.

PY - 2015/1/1

Y1 - 2015/1/1

N2 - 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.

AB - 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.

UR - http://www.scopus.com/inward/record.url?scp=85026408190&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85026408190&partnerID=8YFLogxK

U2 - 10.5465/AMBPP.2015.260

DO - 10.5465/AMBPP.2015.260

M3 - Conference contribution

AN - SCOPUS:85026408190

SP - 1431

EP - 1436

BT - 75th Annual Meeting of the Academy of Management, AOM 2015

PB - Academy of Management

T2 - 75th Annual Meeting of the Academy of Management, AOM 2015

Y2 - 7 August 2015 through 11 August 2015

ER -

Enacting social and commercial logics in issue selling

Abstract

Other

ASJC Scopus subject areas

Access to Document

Other files and links

Fingerprint

Cite this