Enacting social and commercial logics in issue selling

Elisa Alt, Justin B. Craig

Research output: Contribution to conferencePaperResearchpeer-review

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.

Conference

Conference75th Annual Meeting of the Academy of Management, AOM 2015
CountryCanada
CityVancouver
Period7/08/1511/08/15
Internet address

Fingerprint

Sales
Profitability
Composite materials
Logic
Issue selling
Seller
Social issues
Diagnostics

Cite this

Alt, E., & Craig, J. B. (2015). Enacting social and commercial logics in issue selling. 1431-1436. Paper presented at 75th Annual Meeting of the Academy of Management, AOM 2015, Vancouver, Canada. https://doi.org/10.5465/AMBPP.2015.260
Alt, Elisa ; Craig, Justin B. / Enacting social and commercial logics in issue selling. Paper presented at 75th Annual Meeting of the Academy of Management, AOM 2015, Vancouver, Canada.6 p.
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year = "2015",
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Alt, E & Craig, JB 2015, 'Enacting social and commercial logics in issue selling' Paper presented at 75th Annual Meeting of the Academy of Management, AOM 2015, Vancouver, Canada, 7/08/15 - 11/08/15, pp. 1431-1436. https://doi.org/10.5465/AMBPP.2015.260

Enacting social and commercial logics in issue selling. / Alt, Elisa; Craig, Justin B.

2015. 1431-1436 Paper presented at 75th Annual Meeting of the Academy of Management, AOM 2015, Vancouver, Canada.

Research output: Contribution to conferencePaperResearchpeer-review

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Alt E, Craig JB. Enacting social and commercial logics in issue selling. 2015. Paper presented at 75th Annual Meeting of the Academy of Management, AOM 2015, Vancouver, Canada. https://doi.org/10.5465/AMBPP.2015.260