Advanced Search
MyIDEAS: Login

Micro-Practices of Strategic Sensemaking and Sensegiving: How Middle Managers Interpret and Sell Change Every Day

Contents:

Author Info

  • Linda Rouleau
Registered author(s):

    Abstract

    This paper looks at the workings of ongoing primary sensemaking and sensegiving micro-practices by which middle managers interpret and sell strategic change at the organizational interface. Through middle managers' routines and conversations related to the implementation of a strategic change in a top-of-the-line clothing company, the article shows how they contribute to renewing links with stakeholders, in particular clientele, by drawing on their tacit knowledge. Interpretative analysis of these routines and conversations highlights four micro-practices of strategic sensemaking and sensegiving: translating the orientation, overcoding the strategy, disciplining the client, and justifying the change. The paper outlines a practice perspective of sensemaking and sensegiving. It ends by suggesting the necessity of looking at middle managers' role as interpreters and sellers of strategic change at the micro level for a better understanding of their contribution in sustaining competitive advantage through their everyday activities. Copyright Blackwell Publishing Ltd 2005.

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://www.blackwell-synergy.com/doi/abs/10.1111/j.1467-6486.2005.00549.x
    File Function: link to full text
    Download Restriction: Access to full text is restricted to subscribers.

    As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.

    Bibliographic Info

    Article provided by Wiley Blackwell in its journal Journal of Management Studies.

    Volume (Year): 42 (2005)
    Issue (Month): 7 (November)
    Pages: 1413-1441

    as in new window
    Handle: RePEc:bla:jomstd:v:42:y:2005:i:7:p:1413-1441

    Contact details of provider:
    Web page: http://www.blackwellpublishing.com/journal.asp?ref=0022-2380

    Order Information:
    Web: http://www.blackwellpublishing.com/subs.asp?ref=00022-2380

    Related research

    Keywords:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as in new window

    Cited by:
    1. Maria Lusiani & Ann Langley, 2013. "Professionals as strategists? Channelling and organizing distributed strategizing," Working Papers 32, Department of Management, Università Ca' Foscari Venezia.
    2. Fauré, Bertrand & Rouleau, Linda, 2011. "The strategic competence of accountants and middle managers in budget making," Accounting, Organizations and Society, Elsevier, vol. 36(3), pages 167-182, April.
    3. Rosalia Aldraci Barbosa Lavarda & Maria Teresa Canet-Giner & Fernando Juan Peris-Bonet, 2010. "Integrative strategy formation process and the management of complex work – a microorganizational analisys," Brazilian Business Review, Fucape Business School, vol. 7(3), pages 108-129, September.
    4. Lionel Garreau & Serge Perrot, 2012. "Comprendre la dynamique de la socialisation organisationnelle: Une approche par le sensemaking," Post-Print halshs-00949067, HAL.
    5. F. Grazzini, 2010. "Processus de constitution des rôles managériaux dans la formation de la stratégie – une lecture ancrée dans la théorie des représentations sociales," Post-Print halshs-00534813, HAL.
    6. Carola Hillenbrand & Kevin Money & Stephen Pavelin, 2012. "Stakeholder-Defined Corporate Responsibility for a Pre-Credit-Crunch Financial Service Company: Lessons for How Good Reputations are Won and Lost," Journal of Business Ethics, Springer, vol. 105(3), pages 337-356, February.
    7. Genevieve Musca & Marie Perez & Linda Rouleau & Yvonne Giordano, 2010. ""Extreme" Organizational Ethnography: The Case of the Darwin Expedition in Patagonia," Post-Print halshs-00470018, HAL.

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:bla:jomstd:v:42:y:2005:i:7:p:1413-1441. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Wiley-Blackwell Digital Licensing) or (Christopher F. Baum).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.