THE RELATIONAL DYNAMICS OF ISSUE-SELLING: ENACTING DIFFERENT GENRES FOR DEALING WITH DISCONTENT

• 成果类型: Article
• 署名作者: Lauche, Kristina; Erez, Miriam
• 署名单位: Radboud University Nijmegen; Technion Israel Institute of Technology
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/amj.2020.1484
• 发表日期: 2023
• 页码: 553-577
• 关键词: ORGANIZATIONAL VALUES; MIDDLE MANAGEMENT; conversations; strategy; context; team; time

摘要

Actors without formal power can initiate and shape organizational change through issue-selling as a means to address their concerns about organizational practices. The lit-erature has emphasized the need for perspective-taking and found discontent to be asso-ciated with inhibiting fear. Based on a longitudinal field study of middle managers trying to instigate strategic renewal in six different manufacturing companies, we find that discontent can also energize issue-selling, particularly if sellers and-recipients also engage in perspective-taking. We identify three different genres of issue-selling and enacting discontent that are jointly shaped by sellers and-recipients: (a) productive con-frontation, (b) avoiding escalation, and (c) collective moaning. In a process model of issue-selling as framing, mobilizing, and pursuing, we illustrate how the genres form part of an organization's collective repertoire of initiating and responding to change. Our findings have implications for pursuing change, as well as for managers seeking to create a constructive environment for expressing discontent.