Out on a limb: The role of context and impression management in selling gender-equity issues

Administrative Science Quarterly

Volumn 43, Issue 1, 1998, Pages 23-57

  Ashford, Susan J ^a   Rothbard, Nancy P ^a   Piderit, Sandy Kristin ^a   Dutton, Jane E ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032220358     PISSN: 00018392     EISSN: None     Source Type: Journal    
DOI: 10.2307/2393590     Document Type: Article

References (107)

1. Aren, Icek 1991 "The theory of planned behavior" Organizational Behavior and Human Decision Processes 50 179-211
2. Archilladis, B., P. Jervis, and A. Robertson 1971 A Study of Success and Failure in Industrial Innovation Susses. England University of Susses Press
3. Arkin, R. M 1981 Self presentation styles" In James, I Ledeseim (ed.). Impression Management Theory and Social Psychological Research 331-333 New York Academy Press
4. Ashford, Susan J. 1986 The role of feedback seeking in individual adaptation A resource perspective" Academy of Management Journal. 29 165-487
5. Ashford, Susan J., and L. L. Cummings 1983 Feedback as an individual resource Personal strategies of creating information" Organizational Behavior and Human Performance 32 370-398
6. Ashford, Susan J., and Gregory Northcraft 1992 Conveying more for less than we realize The role of impression-management in fedback seekig" Organizational Behavior and Human Decision Processes, 53: 310-334
7. Ashford, Susan J., and Anne S. Tsui 1991 "Self-regulation for managerial effectiveness: The role of active feedback seeking." Academy of Management Journal. 34 251-280.
8. Bagozzi, Richard P., and Todd F. Heatherton 1994 "A general approach to representing multifaceted personality constructs: Application to state self-esteem." Structural Equation Modeling, 1: 35-67.
9. Rentier, Peter M. 1980 "Multivariate analysis with latent variables: Causal modeling." Annual Review of Psychology, 31: 419-456.
10. 1990 "Comparative fix indexes in structural models." Psychological Bulletin, 107: 238-246.
11. Bentler, Peter M., and Douglas G. Bonett 1980 "Significance tests and goodness of fit in analysis of covariance structures." Psychological Bulletin, 88: 588-606.
12. Bollen, Kenneth A. 1989 Structural Equations with Latent Variables. New York: Wiley.
13. Brass, Daniel J. 1985 "Men's and women's networks. A study of interaction patterns and influence in an organization." Academy of Management Journal. 28: 327-343.
14. Brockhaus, Robert H. 1980 "Risk-taking propensity of entrepreneurs." Academy of Management Journal, 23: 509-520.
15. Burgelman, Robert A. 1990 "Strategy-making and organizational ecology: A conceptual integration." In Jitendra V. Singh (ed.), Organizational Evolution: New Directions: 164-181. Newbury Park CA: Sage.
16. 1994 "Fading memories: A process theory of strategic business exit in dynamic environments." Administrative Science Quarterly, 39: 24-56.
17. Burt, Ronald 1992 Structural Holes: The Social Structure of Competition. Cambridge, MA: Harvard University Press.
18. Catalyst 1996a 1996 Catalyst Census of Women Directors of the Fortune 500. New York: Catalyst.
19. 1996b 1996 Catalyst Census of Women Corporate Officers and Top Earners. New York: Catalyst.
20. 1996c Women in Corporate Leadership: Progress and Prospects. New York: Catalyst.
21. Chakrabarti, Alok K. 1974 "The role of champion in product innovation." California Management Review, 17: 58-62.
22. Cheng, Joseph L. 1983 "Organizational context and upward influence: An experimental study of the use of power tactics." Group and Organization Studies, 8: 337-355.
23. Cotton, John L., David A. Vollrath, Kirk L. Froggatt, Mark L. Lengnick-Hall 1988 "Employee participation: Diverse forms and different outcomes." Academy of Management Review, 13: 8-22.
24. Cox, Taylor H., and Stacy Blake 1991 "Managing cultural diversity: Implications for organizational competitiveness." Academy of Management Executive, 5: 45-56.
25. Cudeck, Robert, and Michael W. Browne 1983 "Cross-validation of covariance structures." Multivariate Behavioral Research, 18: 147-167.
26. Dutton, Jane E., and Susan J. Ashford 1993 "Selling issues to top management." Academy of Management Review, 18: 397-428
27. Dutton, Jane E., Susan J. Ashford, Elizabeth E. Wierba, Regina O'Neill, and Erika Hayes 1997 "Reading the wind: How middle managers assess the context for issue selling to top managers." Strategic Management Journal, 15: 407-425.
28. Dutton, Jane E., and Janet M. Dukerich 1991 "Keeping an eye on the mirror: Image and identity in organizational adaptation." Academy of Management Journal, 34: 517-554.
29. Dutton, Jane E., Eric J. Walton, and Eric Abrahamson 1989 "Important dimensions of strategic issues: Separating the wheat from the chaff." Journal of Management Studies, 26: 379-396.
30. Eisenberger, Robert, Peter Fasolo, and Valerie Davis-LaMastro 1990 "Perceived organizational support and employee diligence, commitment, and innovation." Journal of Applied Psychology, 75: 51-59.
31. Eisenberger, Robert, Robin Huntington, Steven Hutchinson, and Debora Sowa 1986 "Perceived organizational support." Journal of Applied Psychology, 71: 500-507.
32. Farmer, Steven M., John M. Maslyn, Donald B. Fedor, and Jodi S. Goodman 1997 "Putting upward influence strategies in context." Journal of Organizational Behavior, 18: 17-42.
33. Floyd, Steve W., and Bill J. Wooldridge 1996 The Strategic Middle Manager. San Francisco: Jossey-Bass.
34. Fontaine, Kevin R. 1994 "Effect of dispositional optimism on comparative risk perceptions for developing AIDS." Psychological Reports, 74: 843-846.
35. Ghoshal, Sumatra, and Christopher A. Bartlett 1994 "Linking organizational context and managerial action: The dimensions of quality of man agement." Strategic Management Journal, 15: 91-112.
36. Gilligan, Carol 1982 In a Different Voice. Cambridge, MA: Harvard University Press.
37. Gioia, Dennis A., and Henry P. Sims 1983 "Perceptions of managerial power as a consequence of managerial behavior and reputation." Journal of Management, 9: 7-26.
38. Glass, David C., Donnah Canavan, and Stephen Schiavo 1968 "Achievement motivation, dissonance, and defensiveness." Journal of Personality, 36: 474-492.
39. Gomez-Mejia, Luis R., and David B. Balkin 1989 "Research note." Industrial Relations, 28: 431-445.
40. Graham, Jill W. 1986 "Principled organizational dissent: A theoretical essay." In L. L. Cummings and Barry M. Staw (eds.), Research in Organizational Behavior, 8: 1-52. Greenwich, CT: JAI Press.
41. Granovetter, Mark 1973 "The strength of weak ties." American Journal of Sociology, 78: 1360-1380.
42. Gupta, Anil K., and Vijay Govindarajan 1984 "Build, hold, harvest: Converting strategic intentions into reality." Journal of Business Strategy, 4: 34-47.
43. Gurin, Patricia, and Hazel R. Markus 1989 "Cognitive consequences of gender identity." In Suzanne Skevington and Deborah Baker (eds.), The Social Identity of Women: 152-172. Beverly Hills, CA: Sage.
44. Harquail, Celia V. 1996 "When one speaks for many: The influence of social identification on group advocacy in organizations." Unpublished Ph.D. dissertation, University of Michigan.
45. Heimer, Carol 1992 "Doing your job and helping your friends: Universalistic norms about obligations to particular others in notworks." In Nitin Nohria and Robert G. Eccles (eds.), Networks and Oiganizations: 143-164. Cambridge, MA: Harvard University Press.
46. Hemming, Heather 1985 "Women in a man's world: Sexual harassment." Human Relations, 38: 67-79.
47. Hollander, E. P. 1958 "Conformity, status, and idiosyncrasy credits." Psychological Review, 65: 117-127.
48. House, Robert J., and John R. Rizzo 1972 "Toward the measurement of organizational practices." Journal of Applied Psycholooy, 56: 388-396.
49. Hovland, C. I., and W. Weiss 1951 "The influence of source credibility on communication effectiveness." Public Opinion Quarterly, 15: 635-650.
50. Howell, Jane M., and Christopher A. Higgins 1990 "Champions of technological innovation." Administrative Science Quarterly, 35: 317-341.
51. Ibarra, Herminia, and Brooke Harrington 1997 "Deference and demeanor: Gender, demography and self-presentation in professional careers." Paper presented at Academy of Management Meetings, Boston.
52. Ilfeld, Frederic W., Jr. 1980 "Coping styles of Chicago adults: Description." Journal of Human Stress, 60. 2-10
53. Jackson, J. 1965 "Structural characteristics of norms." In Ivan D. Steiner and Martin Fishbein (eds.), Current Studies in Social Psychology: 301-308. New York: Holt, Rinehart and Winston.
54. Jackson, Susan E. 1992 "Team composition in organizational settings: Issues in managing an increasingly diverse work force." In Stephen Worchel, Wendy Wood, and Jeffry A. Simpson (eds.), Group Process and Productivity: 138-173. Newbury Park, CA: Sage.
55. Johnston, William B. 1987 Workforce 2000: Work and Workers for the 21st Century. Indianapolis, IN: Hudson Institute.
56. Kanter, Rosabeth Moss 1983 The Change Masters. New York: Simon and Schuster.
57. Kitsuse, J. I., and M. Spector 1981 "The labeling of social problems." In Earl Rubington and Martin S. Weinberg (eds.), The Study of Social Problems: 198-206. New York: Oxford University Press.
58. Kogan, Nathan, and Michael A. Wallach 1964 Risk Taking: A Study in Cognition and Personality. New York: Holt, Rinehart and Winston.
59. Leary, Mark R., and Robin M. Kowalski 1990 "Impression management: A literature review and two-component model." Psychological Bulletin, 107: 34-47.
60. Lee, Cynthia, and Philip Bobko 1994 "Self-efficacy beliefs: Comparison of five measures." Journal of Applied Psychology. 79: 364-369.
61. Locke, Edwin A., and David M. Schweiger 1979 "Participation in decision making: One more look." In Barry M. Staw (ed.), Research in Organizational Behavior. 1: 265-340. Greenwich, CT: JAI Press.
62. Marsh, Herbert W., John R. Balla, and Roderick P. McDonald 1988 "Goodness-of-fit indexes in confirmatory factor analysis: The effect of sample size." Psychological Bulletin, 103: 391-410
63. Maslyn, John M., Steven M. Farmer, and Donald B. Fedor 1996 "Failed upward influence attempts Predicting the nature of subordinate persistence in the pursuit of organizational goals." Group and Organization Management, 21: 461-480
64. Meverson, Debra E., and Maureen A. Scully 1995 "Tempered radicalism and the politics of ambivalence and change" Organization Science, 6 585-600
65. Miceli, Marcia P., and Janet P. Near 1992 Blowing the Whistle. New York Lexington Books
66. Morrison, Ann M., and Mary A. Von Glinow 1990 "Women and minorities in management" American Psychologist, 45: 200-208.
67. Morrison, Ann M., Randall P. White, and Ellen Van Velsor 1987 Breaking the Glass Ceiling: Can Women Reach the Top of America's Largest Corporations? Reading. MA: Addison Wesley.
68. Morrisson, Elizabeth Wolfe, and Robert J. Bies 1991 "Impression management in the feedback-seeking process: A literature review and research agenda." Academy of Management Review, 16: 522-541.
69. Mowday, Richard 1978 "The exercise of upward influence in organizations." Administrative Science Quarterly, 23: 137-156.
70. Narayanan, V. K., and Liam Fahey 1982 "The micro-politics of strategy formulation." Academy of Management Review, 7: 25-34.
71. Near, Janet P., and Marcia P. Miceli 1986 "Retaliation against whistle blowers: Predictors and effects." Journal of Applied Psychology, 71: 137-145.
72. Noda, Tomo, and Joseph L. Bower 1996 "Strategy making as iterated processes of resource allocation." Strategic Management Journal, 17: 159-192.
73. Ocasio, William 1997 "Toward an attention-based view of the firm." Strategic Management Journal, 18: 187-206.
74. O'Reilly, Charles A. 1989 "Corporations, culture and commitment: Motivation and social control in organizations." California Management Review, 31: 9-25.
75. Parker, Louise E. 1993 "When to fix it and when to leave: Relationships among perceived control, self-efficacy, dissent, and exit." Journal of Applied Psychology, 78: 949-959.
76. Petty, Richard E., and John T. Cacioppo 1986 Communication and Persuasion: Central and Peripheral Routes to Attitude Change. New York: Springer-Verlag.
77. Pfeffer, Jeffrey 1992 Managing with Power: Politics and Influence in Organizations. Boston: Harvard Business School Press.
78. Phillips, Nelson 1997 "Bringing the organization back in: A comment on conceptualizations of power in upward influence research." Journal of Organizational Behavior, 18: 43-47.
79. Pierce, Jon L., Randall B. Dunham, and L. L. Cummings 1984 "Sources of environmental structuring and participant responses." Organizational Behavior and Human Performance, 33: 214-242.
80. Podsakoff, Philip M., and Dennis W. Organ 1986 "Self-reports in organizational research: Problems and prospects." Journal of Management, 12: 531-544.
81. Reardon, Kathleen 1993 "The memo every woman keeps in her desk." Harvard Business Review, March-April: 3-8.
82. Scheier, Michael F., and Charles S. Carver 1985 "Optimism, coping, and health: Assessment and implications of generalized outcome expectancies." Health Psychology, 4: 219-247.
83. 1993 "On the power of positive thinking: The benefits of being optimistic." Current Directions in Psychological Science, 2: 26-30.
84. Scheier, Michael F., Jagdish K. Weintraub, and Charles S. Carver 1986 "Coping with stress: Divergent strategies of optimists and pessimists." Journal of Personality and Social Psychology, 51: 1257-1264.
85. Schilit, Warren K., and Edwin A. Locke 1982 "A study of upward influence in organizations." Administrative Science Quarterly, 27: 304-316.
86. Schneider, Sandra L., and Lola L. Lopes 1986 "Reflection in preferences under risk: Who and when may suggest why." Journal of Experimental Psychology: Human Perception and Performance, 12: 535-548.
87. Schon, Donald 1963 "Champions for radical new inventions." Harvard Business Review, 40: 77-86.
88. Schwartz, Felice N. 1992 Breaking with Tradition: Women and Work, and the New Facts of Life. New York: Warner Books.
89. Schwarzer, Ralf 1994 "Optimism, vulnerability and self-beliefs as health-related cognitions." Psychology and Health, 9: 161-180.
90. Shore, Lynn M., and Lois E. Tetrick 1991 "A construct validity study of the survey of perceived organizational support." Journal of Applied Psychology, 76: 637-643.
91. Sitkin, Sim B., and Amy L. Pablo 1992 "Reconceptualizing the determinants of risk behavior." Academy of Management Review, 17: 9-38.
92. Slovic, Paul 1972 "Information processing, situation specificity, and the generality of risk-taking behavior." Journal of Personality and Social Psychology, 22: 128-134.
93. Spreitzer, Gretchen M. 1996 "Social structural characteristics of psychological empowerment." Academy of Management Journal, 39: 483-504.
94. Staw, Barry M. 1975 "Attribution of the 'causes' of performance: A general alternative interpretation of cross-sectional research on organizations." Organizational Behavior and Human Performance, 13: 414-432.
95. Steiger, James H. 1990 "Structural model evaluation and modification: An interval estimation approach." Multivariate Behavioral Research, 25: 173-180.
96. Stroh, Linda K., Jeanne M. Brett, and Anne H. Reilly 1992 "All the right stuff: A comparison of female and male managers' career progression." Journal of Applied Psychology, 77: 251-260.
97. Swann, William B., and Stephen J. Read 1981 "Acquiring self-knowledge: The search for feedback that fits." Journal of Personality and Social Psychology, 41: 1119-1128.
98. Tetlock, Philip E., and Antony S. Manstead 1985 "Impression management versus intrapsychic explanations in social psychology: A useful dichotomy?" Psychological Review, 92: 59-77.
99. Turner, Barry A. 1980 Exploring the Industrial Subculture. London: MacMillan.
100. U.S. Department of Labor 1991 A Report on the Glass Ceiling Initiative. Washington, DC: Government Printing Office.
101. Vroom, Victor H. 1964 Work and Motivation. New York: Wiley.
102. Wagner, John A. 1994 "Participation's effects on performance and satisfaction: A reconsideration of research evidence." Academy of Management Review, 19: 312-330.
103. Wayne, Sandy J., Lynn M. Shore, and Robert C. Liden 1997 "Perceived organizational support and leader-member exchange: A social exchange perspective." Academy of Management Journal, 40: 82-111.
104. Weick, Karl, and Susan J. Ashford 1998 "Learning in Organizations." In L. Putnam and F. Jablin (eds.), Handbook of Organizational Communication, 2d ed. Newbury Park, CA: Sage (forthcoming).
105. Weinstein, Neil D. 1980 "Unrealistic optimism about future events." Journal of Personality and Social Psychology, 39: 806-820.
106. Withey, Michael J., and William H. Cooper 1989 "Predicting exit, voice, loyalty and neglect." Administrative Science Quarterly, 34: 521-539.
107. Wyer, R., and T. Srull 1980 "The processing of social stimulus information: A conceptual integration." In Reid Hastie et al. (eds.), Person Memory: The Cognitive Basis for Social Perception: 227-300. Hillsdale, NJ: Erlbaum.