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

Author

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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)

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.

Suggested Citation

  • Jane E. Dutton & Susan J. Ashford & Katherine A. Lawrence & Kathi Miner-Rubino, 2002. "Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling," Organization Science, INFORMS, vol. 13(4), pages 355-369, August.
    • Handle: RePEc:inm:ororsc:v:13:y:2002:i:4:p:355-369
    DOI: 10.1287/orsc.13.4.355.2949
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    References listed on IDEAS

    as
    1. Jane E. Dutton & Susan J. Ashford & Regina M. O’ Neill & Erika Hayes & Elizabeth E. Wierba, 1997. "Reading the wind: how middle managers assess the context for selling issues to top managers," Strategic Management Journal, Wiley Blackwell, vol. 18(5), pages 407-423, May.
    2. Herr, Paul M & Kardes, Frank R & Kim, John, 1991. "Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(4), pages 454-462, March.
    3. Fedor, Donald B. & Eder, Robert W. & Buckley, M. Ronald, 1989. "The contributory effects of supervisor intentions on subordinate feedback responses," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(3), pages 396-414, December.
    4. Barbara S. Lawrence, 1997. "Perspective---The Black Box of Organizational Demography," Organization Science, INFORMS, vol. 8(1), pages 1-22, February.
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