Enacting social and commercial logics in issue selling

Elisa Alt, Justin B. Craig

Research output: Contribution to conferencePaperResearchpeer-review


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.


Conference75th Annual Meeting of the Academy of Management, AOM 2015
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