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Rhetoric and performance on the budgetary stage

Author

Listed:
  • Grønhaug, Kjell
  • Ims, Knut O. J.

Abstract

In this paper a metaphor borrowed from the performing arts, more specifically from the theatre, is used to spotlight the actors and their performances in determining the sales budget of a business organization. In a longitudinal participation study it was observed that the participants acted opportunistically within the limits of their ascribed roles, that situational factors influenced the budgetary drama, and that the sales budget was used primarily for the purpose of renewing organizational trust and commitment in a masterly performance by the actor playing the lead. Theoretical and managerial implications are discussed.

Suggested Citation

  • Grønhaug, Kjell & Ims, Knut O. J., 1991. "Rhetoric and performance on the budgetary stage," Scandinavian Journal of Management, Elsevier, vol. 7(1), pages 3-15.
    • Handle: RePEc:eee:scaman:v:7:y:1991:i:1:p:3-15
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    Keywords

    Rhetoric Budgeting Role-playing;

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