Red light, green light: Making sense of the organizational context for issue selling

• 成果类型: Article
• 署名作者: Dutton, JE; Ashford, SJ; Lawrence, KA; Miner-Rubino, K
• 署名单位: University of Michigan System; University of Michigan; University of Michigan System; University of Michigan
• 刊物名称: ORGANIZATION SCIENCE
• ISSN/ISSBN: 1047-7039
• DOI: 10.1287/orsc.13.4.355.2949
• 发表日期: 2002
• 页码: 355-369
• 关键词: issue selling; contextual sensemaking; Gender equity; culture; demography; top management openness

摘要

This paper analyzes the contextual cues female managers attend to when considering raising gender-equity issues at work. Study 1 provides a qualitative look at the range of cues indicating context favorability, including demographic patterns, top-management qualities, and cultural exclusivity. Study 2 experimentally manipulates these cues and reveals that the exclusiveness of organizational culture is the most potent cue affecting willingness to sell a gender-equity issue. A discussion of mediators sheds lights on why cultural exclusivity affects issue selling.