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Cited by 1,176

The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.

The Good, the Bad, and the Ambivalent: Managing Identification among Amway Distributors

Open access
Pratt, Michael G.·2000·Administrative Science Quarterly
DOI 10.2307/2667106
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Abstract

An ethnographic study of distributors for Amway, a network marketing organization, examines the practices and processes involved in managing members' organizational identification. It shows that this organization manages identification by using two types of practices: sensebreaking practices that break down meaning and sensegiving practices that provide meaning. When both sensebreaking and sensegiving practices are successful, members positively identify with the organization. When either sensebreaking or sensegiving practices fail, members deidentify, disidentify, or experience ambivalent identification with the organization. A general model of identification management is posited, and implications for both theory and practice are offered.

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Metadata

Authors
Pratt, M. G.
Venue
Administrative Science Quarterly
Publisher
JSTOR
Published
2000-09
Volume
45
Issue
3
Pages
456-493
ISSN
  • 0001-8392 (ISSN-L)
  • 1930-3815
DOI
10.2307/2667106
OpenAlex
W2155129137
Cited by
1,176
References
6
FWCI
13.30
Type
journal article
Language
en
Open access
green

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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

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