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 accessAbstract
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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Cites
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Cited by
The ripple effect: emotional contagion and its influence on group behavior
Barsade, S. G. (2002) · Administrative Science Quarterly · doi:10.2307/3094912 · Cited by 3,361
Bhattacharya, C. B., & Sen, S. (2003) · Journal of Marketing · doi:10.1509/jmkg.67.2.76.18609 · Cited by 3,336
Pratt, M. G., Rockmann, K. W., & Kaufmann, J. B. (2006) · Academy of Management Journal · doi:10.5465/amj.2006.20786060 · Cited by 1,973
Self-citationSensemaking in organizations: Taking stock and moving forward
Maitlis, S., & Christianson, M. (2014) · Academy of Management Annals · doi:10.5465/19416520.2014.873177 · Cited by 1,764
Petriglieri, G., Ashford, S. J., & Wrzesniewski, A. (2019) · Administrative Science Quarterly · doi:10.1177/0001839218759646 · Cited by 744
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
- OpenAlex
- W2155129137
- Cited by
- 1,176
- References
- 6
- FWCI
- 13.30
- Type
- journal article
- Language
- en
- Open access
- green
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