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| Author: | Dutton, J. E. |
| Title: | Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling |
| Journal: | Organization Science
2002 : JUL-AUG, VOL. 13:4, p. 355-369 |
| Index terms: | CULTURE DEMOGRAPHY ORGANIZATION SELLING TOP MANAGEMENT |
| Language: | eng |
| Abstract: | The authors of the article analyze 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. The paper provides a substantial list of references on this subject. |
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