Rhetoric and performance on the budgetary stage

Kjell Grønhaug and Knut O. J. Ims

Scandinavian Journal of Management, 1991, vol. 7, issue 1, 3-15

Abstract: In this paper a metaphor borrowed from the performing arts, more specifically from the theatre, is used to spotlight the actors and their performances in determining the sales budget of a business organization. In a longitudinal participation study it was observed that the participants acted opportunistically within the limits of their ascribed roles, that situational factors influenced the budgetary drama, and that the sales budget was used primarily for the purpose of renewing organizational trust and commitment in a masterly performance by the actor playing the lead. Theoretical and managerial implications are discussed.

Keywords: Rhetoric; Budgeting; Role-playing (search for similar items in EconPapers)
Date: 1991
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