Making and Managing the Pitch: Selling I-O Psychology Research to Organizations

In their focal article, Lapierre et al. (2018) draw attention to several key unanswered concerns academics face in establishing, developing, and maintaining research partnerships with organizations. Though mentioned briefly in the article's introduction, one potential concern that would benefit from further attention is selling a potential research topic to organizations. Many academics find themselves with research interests that organizations would prefer to avoid shedding light on (e.g., workplace mistreatment, sexual harassment, hiring practices, diversity and inclusion practices, etc.). In these instances, it may be particularly difficult to convince key stakeholders within organizations to partner on research projects, especially in situations that might raise organizational fears of negative publicity. In their introduction, Lapierre et al. (2018) state that “middle or frontline managers may be reluctant to facilitate a study out of fear of what the research could reveal in terms of problems in their units, particularly if such problems might be perceived as reflecting poorly upon them (e.g., poor leadership skills)†(p. 545). Further, “managers may fear raising employees’ expectations or highlighting particular problems by involving them in research projects†(Lapierre et al., 2018, p. 544). In the following several paragraphs, I address how academics may proactively address and minimize these potential concerns. Although not meant to be an exhaustive set of recommendations, the goal is to provide several potential avenues for “selling†industrial and organizational (I-O) psychology research to potential organizational stakeholders.