Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling

Jane E. Dutton (), Susan J. Ashford (), Katherine A. Lawrence () and Kathi Miner-Rubino ()
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Jane E. Dutton: University of Michigan Business School, 701 Tappan Street, Ann Arbor, Michigan 48109–1234
Susan J. Ashford: University of Michigan Business School, 701 Tappan Street, Ann Arbor, Michigan 48109–1234
Katherine A. Lawrence: University of Michigan Business School, 701 Tappan Street, Ann Arbor, Michigan 48109–1234
Kathi Miner-Rubino: Department of Psychology, University of Michigan, 525 East University, Ann Arbor, Michigan 48109–1109

Organization Science, 2002, vol. 13, issue 4, 355-369

Abstract: 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.

Keywords: Issue Selling; Contextual Sensemaking; Gender Equity; Culture; Demography; Top Management Openness (search for similar items in EconPapers)
Date: 2002
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Citations: View citations in EconPapers (32)

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Persistent link: https://EconPapers.repec.org/RePEc:inm:ororsc:v:13:y:2002:i:4:p:355-369

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