When institutional work backfires: Organizational control of professional work in the pharmaceutical industry

Journal of Management Studies

Volumn 50, Issue 5, 2013, Pages 900-929

  Singh, Jagdip ^a   Jayanti, Rama K ^a  

^a CASE WESTERN RESERVE UNIVERSITY   (United States)

Author keywords

Institutional change; Institutional work; Logics; Organization; Pharmaceutical marketing; Professional work; Role enactment

Indexed keywords

EID: 84879172080     PISSN: 00222380     EISSN: 14676486     Source Type: Journal    
DOI: 10.1111/joms.12022     Document Type: Article

References (97)

1. Abbott, A. (1988). The System of Professions: An Essay on the Division of Expert Labor. Chicago, IL: University of Chicago Press.
2. Abelson, R. (2006). 'New nerve test, a moneymaker, divides doctors'. New York Times, 20 October, B1.
3. Aggarwal, P. and Law, S. (2005). 'Role of relationship norms in processing brand information'. Journal of Consumer Research, 32, 453-464.
4. Alvesson, M. and Johansson, A. W. (2002). 'Professionalism and politics in management consultancy work'. In Clark, T. and Fincham, R. (Eds), Critical Consulting: New Perspectives on the Management Advice Industry. Oxford: Blackwell, 228-246.
5. Anderson, E. and Oliver, R. (1987). 'Perspectives on behavior-based versus outcome-based sales control systems'. Journal of Marketing, 51, 76-88.
6. Angell, M. (2005). The Truth about the Drug Companies: How They Deceive Us and What to Do About It. New York: Random House.
7. Arnold, M. (2010). 'Pharma's got a brand new bag'. Medical Marketing and Media, 5, 34-37.
8. Arrow, K. J. (1994). 'Methodological individualism and social knowledge'. American Economic Review, 84, 1-9.
9. Ashforth, B. E. (2001). Role Transitions in Organizational Life: An Identity-Based Perspective. Mahwah, NJ: Erlbaum.
10. Barley, S. R. and Kunda, G. (1992). 'Design and devotion: surges of rational and normative ideologies of control in managerial discourse'. Administrative Science Quarterly, 37, 363-399.
11. Barley, S. R. and Tolbert, P. S. (1997). 'Institutionalization and structuration: studying the links between action and institution'. Organization Studies, 18, 93-117.
12. Battilana, J. and Dorado, S. (2010). 'Building sustainable hybrid organizations: the case of commercial microfinance organizations'. Academy of Management Journal, 53, 1419-1440.
13. Berenson, A. (2006). 'In the money and in court'. New York Times, 30 August, C1.
14. Blatt, R. (2009). 'Tough love: how communal schemas and contracting practices build relational capital in entrepreneurial teams'. Academy of Management Review, 34, 533-551.
15. Brint, S. (1994). In the Age of Experts: The Changing Role of Professionals in Politics and Public Life. Princeton, NJ: Princeton University Press.
16. Broadbent, J., Dietrich, M. and Roberts, J. (1997). The End of the Professions? The Restructuring of Professional Work. New York: Routledge.
17. Brock, D. M. (2006). 'The changing professional organization: a review of competing archetypes'. International Journal of Management Reviews, 8, 157-174.
18. Bruner, J. (1990). Acts of Meaning. Cambridge, MA: Harvard University Press.
19. Carlat, D. (2006). 'Generic smear campaign'. New York Times. 9 May, B1.
20. Caronna, C. (2004). 'The misalignment of institutional "pillars": consequences for the U.S. health care field'. Journal of Health and Social Behavior, 45, 45-58.
21. Carreyrou, J. (2006). 'Cephalon used improper tactics to sell drug, probe finds'. Wall Street Journal, 21 November, B1.
22. Clark, M., Fitness, J. and Brissette, I. (2001). 'Understanding people's perceptions of relationships is crucial to understanding their emotional lives'. In Fletcher, G. J. O. and Clark, M. (Eds), Handbook of Social Psychology. Vol 2: Interpersonal Processes. Oxford: Blackwell Publishers, 253-278.
23. Cooper, D. J. and Robson, K. (2006). 'Accounting, professions, and regulation: locating the sites of professionalism'. Accounting, Organizations, and Society, 31, 415-444.
24. Cooper, D. J., Hinings, C. R., Greenwood, R. and Brown, J. L. (1996). 'Sedimentation and transformation in organizational change: the case of Canadian law firms'. Organization Studies, 17, 623-647.
25. Croasdale, M. (2006). 'Some medical schools say no to drug reps' free lunch'. American Medical News, 9 October, P1.
26. Datamonitor (2006). Pharmaceuticals in the United States: Industry Profile. New York: Datamonitor.
27. Davis, J., Schoorman, D. and Donaldson, L. (1997). 'Toward a stewardship theory of management'. Academy of Management Review, 22, 20-47.
28. Dunn, M. B. and Jones, C. (2010). 'Institutional logics and institutional pluralism: the contestation of care and science logics in medical education, 1967-2005'. Administrative Science Quarterly, 55, 114-149.
29. Elling, M., Simon, C. and McKhann, C. (2002). 'Making more of pharma's sales force'. McKinsey Quarterly, August, 86-95.
30. Evetts, J. (2011). 'A new professionalism? Challenges and opportunities'. Current Sociology, 59, 406-422.
31. Faulconbridge, J. and Muzio, D. (2008). 'Organizational professionalism in globalizing law firms'. Work, Employment, and Society, 22, 7-25.
32. Flanagin, A., Fontanarosa, P. B. and DeAngelis, C. D. (2006). 'Update on JAMA's conflict of interest policy'. Journal of the American Medical Association, 296, 220-221.
33. Friedland, R. and Alford, R. R. (1991). 'Bringing society back in: symbols, practices, and institutional contradictions'. In Powell, W. W. and DiMaggio, P. J. (Eds), The New Institutionalism in Organizational Analysis. Chicago, IL: University of Chicago Press, 232-263.
34. Frith, C. D. and Frith, U. (2012). 'Mechanisms of social cognition'. Annual Review of Psychology, 63, 287-313.
35. Giddens, A. (1976). New Rules of Sociological Method: A Positive Critique of Interpretive Sociologies. Oxford: Hutchinson.
36. Glynn, M. A. (2008). 'Beyond constraint: how institutions enable identities'. In Greenwood, R., Oliver, C., Sahlin-Anderson, K. and Suddaby, R. (Eds), The Sage Handbook of Organizational Institutionalism. London: Sage, 413-430.
37. Glynn, M. A. and Lounsbury, M. (2005). 'From the critics' corner: logic blending, discursive change and authenticity in a cultural production system'. Journal of Management Studies, 42, 1031-1055.
38. Goffman, E. (1983). 'The interaction order: American Sociological Association 1982 presidential address'. American Sociological Review, 48, 1-17.
39. Greene, J. A. (2004). 'Attention to details: etiquette and the pharmaceutical salesman in postwar America'. Social Studies of Science, 34, 271-292.
40. Greenwood, R. and Suddaby, R. (2006). 'Institutional entrepreneurship in mature fields: the Big Five accounting firms'. Academy of Management Journal, 49, 27-48.
41. Greenwood, R., Suddaby, R. and Hinings, C. R. (2002). 'Theorizing change: the role of professional associations in the transformation of institutional fields'. Academy of Management Journal, 45, 58-80.
42. Haveman, H. A. and Rao, H. (1997). 'Structuring a theory of moral sentiments: institutional and organizational co-evolution in the early thrift industry'. American Journal of Sociology, 102, 1608-1651.
43. Haveman, H. A. and Rao, H. (2006). 'Hybrid forms and the evolution of thrifts'. American Behavioral Scientist, 49, 974-986.
44. Haveman, H. A., Rao, H. and Paruchuri, S. (2007). 'The winds of change: the progressive movement and the bureaucratization of thrift'. American Sociological Review, 72, 117-142.
45. Healy, D. and Cattell, D. (2003). 'Interface between authorship, industry and science in the domain of therapeutics'. British Journal of Psychiatry, 183, 22-27.
46. Howard, J. A. (1985). 'Further appraisal of correspondent inference theory'. Personality and Social Psychology Bulletin., 11, 467-477.
47. Jarzabkowski, P., Matthiesen, J. and Van De Ven, A. (2009). 'Doing which work? A practice approach to institutional pluralism'. In Lawrence, T., Leca, B. and Suddaby, R. (Eds), Institutional Work: Actors and Agency in Institutional Studies of Organizations. Cambridge: Cambridge University Press, 284-316.
48. Jones, C. and Livne-Tarandach, R. (2008). 'Designing a frame: rhetorical strategies of architects'. Journal of Organizational Behavior, 29, 1075-1099.
49. Jones, E. E. and Davis, K. E. (1965). 'From acts to dispositions: the attribution process in person perception'. In Berkowiz, L. (Ed.), Advances in Experimental Social Psychology. New York: Academic press, 219-266.
50. Kipping, M. (2011). 'Hollow from the start? Image professionalism in management consulting'. Current Sociology, 59, 530-550.
51. Kraatz, M. and Block, E. (2008). 'Organizational implications of institutional pluralism'. In Greenwood, R., Oliver, C., Sahlin-Anderson, K. and Suddaby, R. (Eds), Sage Handbook of Organizational Institutionalism. London: Sage, 243-275.
52. Kurzban, R. and Leary, M. R. (2001). 'Evolutionary origins of stigmatization: the functions of social exclusion'. Psychological Bulletin, 127, 187-208.
53. Landefeld, C. S. and Steinman, M. A. (2009). 'The Neurontin legacy - marketing through misinformation and manipulation'. New England Journal of Medicine, 360, 103-106.
54. Lawrence, T. B., Suddaby, R. and Leca, B. (2009). 'Introduction: theorizing and studying institutional work'. In Lawrence, T. B., Suddaby, R. and Leca, B. (Eds), Institutional Work: Actors and Agency in Institutional Studies of Organizations. Cambridge: Cambridge University Press, 31-58.
55. Leicht, K. T. and Fennell, M. L. (1997). 'The changing organizational context of professional work'. Annual Review of Sociology, 23, 215-231.
56. Lillard, A. S. (1997). 'Other folks' theories of mind and behavior'. Psychological Science, 8, 268-274.
57. Lounsbury, M. (2002). 'Institutional transformation and status mobility: the professionalization of the field of finance'. Academy of Management Journal, 45, 255-266.
58. Lounsbury, M. (2007). 'A tale of two cities: competing logics and practice variation in the professionalizing of mutual funds'. Academy of Management Journal, 50, 289-307.
59. MacLean, T. L. and Behnam, M. (2010). 'The dangers of decoupling: the relationship between compliance programs, legitimacy perceptions, and institutionalized misconduct'. Academy of Management Journal, 53, 1499-1520.
60. March, J. G. and Olsen, J. P. (1998). 'The institutional dynamics of international political orders'. International Organization, 52, 943-969.
61. Marquis, C. and Lounsbury, M. (2007). 'Vive La Résistance: competing logics and the consolidation of U.S. community banking'. Academy of Management Journal, 50, 799-820.
62. Mathews, A. W. (2005). 'At medical journals, writers paid by industry play big role'. Wall Street Journal, 13 December, B1.
63. Meyer, J. W. and Hammerschmid, G. (2006). 'Changing institutional logics and executive identities: a managerial challenge to public administration in Austria'. Academy of Management Journal, 49, 1000-1014.
64. Meyer, J. W. and Rowan, B. (1977). 'Institutionalized organizations: formal structure as myth and ceremony'. American Journal of Sociology, 83, 340-363.
65. Murray, M. T. (2010). What the Drug Companies Won't Tell You and Your Doctor Doesn't Know. New York: Atria Books.
66. Nigam, A. and Ocasio, W. (2010). 'Event attention, environmental sense making, and change in institutional logics: an inductive analysis of the effects of public attention to Clinton's health care reform initiative'. Organization Science, 21, 823-841.
67. Novartis (2012). Mission statement. Available at http://www.novartis.com/about-novartis/our-mission/index.shtml (accessed 6 October 2012).
68. Oliver, C. (1991). 'Strategic responses to institutional processes'. Academy of Management Review, 16, 145-179.
69. Perner, J. (1999). 'Theory of mind'. In Bennett, M. (Ed.), Developmental Psychology: Achievements & Prospects. Hove: Psychology Press, 205-230.
70. Petersen, M. (2008). Our Daily Meds: How the Pharmaceutical Companies Transformed Themselves into Slick Marketing Machines and Hooked the Nation on Prescription Drugs. New York: Farrar, Straus and Giroux.
71. Pratt, M. G. and Kraatz, M. S. (2009). 'E pluribus unum: multiple identities and the organizational self'. In Dutton, J. and Roberts, L. M. (Eds), Exploring Positive Identities and Organizations: Building a Theoretical and Research Foundation. New York: Psychology Press, 377-402.
72. Premack, D. and Woodruff, G. (1978). 'Does the chimpanzee have a theory of mind?'. The Behavioral and Brain Sciences, 1, 515-526.
73. Psaty, B. M. and Kronmal, R. A. (2008). ''Reporting mortality findings in trials of Rofecoxib for Alzheimer disease or cognitive impairment'. Journal of the American Medical Association, 299, 1813-1817.
74. Purdy, J. M. and Gray, B. (2009). 'Conflicting logics, mechanisms of diffusion, and multi-level dynamics in emerging institutional fields'. Academy of Management Journal, 52, 355-380.
75. Rao, H., Monin, P. and Durand, R. (2003). 'Institutional change in Toque Ville: nouvelle cuisine as an identity movement in French gastronomy'. American Journal of Sociology, 108, 795-843.
76. Reay, T. and Hinings, C. R. (2009). 'Managing the rivalry of competing institutional logics'. Organization Studies, 30, 629-652.
77. Reidy, J. (2005). Hard Sell. Kansas City, MO: Andrews McMeel Publishing.
78. Ross, J. S., Hill, K. P., Egilman, D. S. and Krimholz, H. M. (2008). 'Guest authorship and ghostwriting in publications related to Rofecoxib: a case study of industry documents from Rofecoxib litigation'. Journal of the American Medical Association, 299, 1800-1812.
79. Ryals, L. and Davies, I. (2010). 'Do you really know who your best salespeople are'. Harvard Business Review, 88, 34-35.
80. Scott, W. R. (2001). Institutions and Organizations, 2nd edn. Thousand Oaks, CA: Sage.
81. Scott, W. R. (2008). 'Lords of the dance: professionals as institutional agents'. Organization Studies, 29, 219-238.
82. Settles, I. H., Sellers, R. M. and Damas, A. Jr (2002). 'One role or two? The function of psychological separation in role conflict'. Journal of Applied Psychology, 87, 574-582.
83. Sitkin, S. and Sutcliffe, K. (1991). 'Dispensing legitimacy: professional, organizational and legal influences on pharmacist behavior'. Research in the Sociology of Organizations, 8, 269-295.
84. Steinman, M. A., Bero, L. A., Chren, M. M. and Landefeld, S. (2006). 'The promotion of gabapentin: an analysis of internal industry documents'. Annals of Internal Medicine, 145, 284-293.
85. Stryker, S. and Statham, A. (1985). 'Symbolic interaction and role theory'. In Lindzey, G. and Aronson, E. (Eds), Handbook of Social Psychology. Hillsdale, NJ: Random House, 311-378.
86. Suchman, M. (1995). 'Managing legitimacy: strategic and institutional approaches'. Academy of Management Review, 20, 571-610.
87. Suddaby, R. (2010). 'Challenges for institutional theory'. Journal of Management Inquiry, 19, 14-20.
88. Suddaby, R. and Greenwood, R. (2005). 'Rhetorical strategies of legitimacy'. Administrative Science Quarterly, 50, 35-67.
89. Suddaby, R., Gendron, Y. and Lam, H. (2009). 'The organizational context of professionalism in accounting'. Accounting, Organizations and Society, 34, 409-427.
90. Thornton, P. H. (2002). 'The rise of the corporation in a craft industry: conflict and conformity in institutional logics'. Academy of Management Journal, 45, 81-101.
91. Thornton, P. H. and Ocasio, W. (1999). 'Institutional logics and the historical contingency of power in organizations: executive succession in the higher education publishing industry, 1958-1990'. American Journal of Sociology, 105, 801-843.
92. Thornton, P. H. and Ocasio, W. (2008). 'Institutional logics'. In Greenwood, R., Oliver, C., Sahlin-Andersson, K. and Suddaby, R. (Eds), The Sage Handbook of Organizational Institutionalism. London: Sage, 99-129.
93. von Nordenflycht, A. (2010). 'What is a professional service firm? A theory and taxonomy of knowledge intensive firms'. Academy of Management Review, 35, 155-174.
94. Weber, M. (1978). Economy and Society. Berkeley, CA: University of California Press.
95. Weitz, B. and Bradford, K. D. (1999). 'Personal selling and sales management: a relationship marketing perspective'. Journal of the Academy of Marketing Science, 27, 241-254.
96. Wellman, H. M. (1993). 'Early understanding of mind: the normal case'. In Baron-Cohen, S., Tager-Flusberg, H. and Cohen, D. (Eds), Understanding Other Minds: Perspectives from Autism. Oxford: Oxford University Press, 10-39.
97. Zietsma, C. and Lawrence, T. B. (2010). 'Institutional work in the transformation of an organizational field: the interplay of boundary work and practice work'. Administrative Science Quarterly, 55, 189-221.