Enacting Social and Commercial Logics in Issue Selling

Elisa Alt, Justin Bailey Craig

Research output: Chapter in Book/Report/Conference proceedingChapter (peer-reviewed)

Abstract

In this paper, we offer an explanation of the issue selling process when issues deviate from the dominant logic of organizations. Our main objective is to articulate how issue sellers can engage social and commercial logics in order to advance socially-oriented innovations in for-profit organizations. We advance our theoretical understanding of issue selling mechanisms by proposing how social issue sellers undertake diagnostic, prognostic, and motivational framing tasks, and how these tasks draw on the logic composite of organizations and selling targets. By explaining the process of selling social issues in for-profit organizations, we consider how the nature of an issue may complicate selling efforts when it diverges from the dominant logic, and we shed light on the contextually situated nature of issue selling.
Original languageEnglish (US)
Title of host publicationAcademy of Management Annual Meeting Proceedings
Place of PublicationVancouver
PublisherAcademy of Management
DOIs
StatePublished - 2015

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selling
social issue
profit
diagnostic
innovation

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Alt, E., & Craig, J. B. (2015). Enacting Social and Commercial Logics in Issue Selling. In Academy of Management Annual Meeting Proceedings Vancouver: Academy of Management. https://doi.org/10.5465/AMBPP.2015.260
Alt, Elisa ; Craig, Justin Bailey. / Enacting Social and Commercial Logics in Issue Selling. Academy of Management Annual Meeting Proceedings. Vancouver : Academy of Management, 2015.
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Alt, E & Craig, JB 2015, Enacting Social and Commercial Logics in Issue Selling. in Academy of Management Annual Meeting Proceedings. Academy of Management, Vancouver. https://doi.org/10.5465/AMBPP.2015.260

Enacting Social and Commercial Logics in Issue Selling. / Alt, Elisa; Craig, Justin Bailey.

Academy of Management Annual Meeting Proceedings. Vancouver : Academy of Management, 2015.

Research output: Chapter in Book/Report/Conference proceedingChapter (peer-reviewed)

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Alt E, Craig JB. Enacting Social and Commercial Logics in Issue Selling. In Academy of Management Annual Meeting Proceedings. Vancouver: Academy of Management. 2015 https://doi.org/10.5465/AMBPP.2015.260