Show simple item record

dc.contributor.authorTracey, Paulen
dc.date.accessioned2016-04-15T11:34:55Z
dc.date.available2016-04-15T11:34:55Z
dc.date.issued2016-07en
dc.identifier.citationOrganization Science 2016en
dc.identifier.issn1526-5455
dc.identifier.urihttps://www.repository.cam.ac.uk/handle/1810/254998
dc.description.abstractI examine the microlevel processes involved when members of an organization seek to persuade others to internalize a new institutional logic. To do so I conduct a qualitative study of the Alpha course, an evangelizing movement designed to convert agnostics to a particular—and contested—interpretation of Christianity. My analysis suggests that the process of persuading actors to adopt a new logic entails four distinct kinds of microinstitutional work and illustrates the dynamics underpinning each of them. It also delineates three discrete paths that targeted actors may follow in response to persuasive attempts. I contribute to organization theory by building a framework that conceptualizes the microfoundations of institutional persuasion and conversion. The framework illustrates the two-way nature of institutional communication and highlights the potential of emotion and ritual performance to connect actors with—and alienate actors from—institutional logics.
dc.language.isoenen
dc.titleSpreading the word: the microfoundations of institutional persuasion and conversionen
dc.typeArticle
dc.provenanceOA-8267
prism.endingPage1009
prism.issueIdentifier4en
prism.publicationDate2016en
prism.publicationNameOrganization Scienceen
prism.startingPage989
prism.volume27en
dcterms.dateAccepted2016-01-28en
rioxxterms.versionofrecord10.1287/orsc.2016.1061en
rioxxterms.licenseref.urihttp://www.rioxx.net/licenses/all-rights-reserveden
rioxxterms.licenseref.startdate2016-07en
dc.contributor.orcidTracey, Paul [0000-0002-5877-9817]
dc.identifier.eissn1526-5455
rioxxterms.typeJournal Article/Reviewen
cam.issuedOnline2016-06-23en


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record