Strategic compliance : A study of professionals' responses to sales management control
(2022) In Professions and Professionalism 12(1).- Abstract
- This study responds to the call for research on how different and often conflicting discourses co-exist in professionals’ everyday work experiences. The paper explores how professionals respond to sales management in the context of two professional service firms (PSFs). Based on a qualitative study of employees’ experiences of sales, our findings suggest that the professionals respond to sales management by engaging in strategic compliance, i.e., adhering to rules and expectations to achieve goals of professional advancement (financial, status, autonomy), which, in turn, reinforces their membership of the profession. We identified three modes of strategic compliance: career-, integration-, and survival-mode. This conceptual framework... (More)
- This study responds to the call for research on how different and often conflicting discourses co-exist in professionals’ everyday work experiences. The paper explores how professionals respond to sales management in the context of two professional service firms (PSFs). Based on a qualitative study of employees’ experiences of sales, our findings suggest that the professionals respond to sales management by engaging in strategic compliance, i.e., adhering to rules and expectations to achieve goals of professional advancement (financial, status, autonomy), which, in turn, reinforces their membership of the profession. We identified three modes of strategic compliance: career-, integration-, and survival-mode. This conceptual framework contributes with a deepened understanding of the complex relationship between professional work and sales management. Specifically, our study suggests that while strategic compliance may help professionals navigate the tensions between professional- and sales-ideals, it is also associated with struggle and normalizes sales as a part of professional work. (Less)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/1e017c01-736a-4814-a92f-8a09b350de00
- author
- Singh, Nina LU and Rennstam, Jens LU
- organization
- publishing date
- 2022
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- professionalism, organizational control, compliance, strategic compliance
- in
- Professions and Professionalism
- volume
- 12
- issue
- 1
- article number
- e4454
- pages
- 18 pages
- publisher
- Høgskolen i Oslo og Akershus
- external identifiers
-
- scopus:85127202086
- ISSN
- 1893-1049
- DOI
- 10.7577/pp.4454
- language
- English
- LU publication?
- yes
- id
- 1e017c01-736a-4814-a92f-8a09b350de00
- date added to LUP
- 2022-03-21 15:25:10
- date last changed
- 2022-05-03 15:38:25
@article{1e017c01-736a-4814-a92f-8a09b350de00,
abstract = {{This study responds to the call for research on how different and often conflicting discourses co-exist in professionals’ everyday work experiences. The paper explores how professionals respond to sales management in the context of two professional service firms (PSFs). Based on a qualitative study of employees’ experiences of sales, our findings suggest that the professionals respond to sales management by engaging in strategic compliance, i.e., adhering to rules and expectations to achieve goals of professional advancement (financial, status, autonomy), which, in turn, reinforces their membership of the profession. We identified three modes of strategic compliance: career-, integration-, and survival-mode. This conceptual framework contributes with a deepened understanding of the complex relationship between professional work and sales management. Specifically, our study suggests that while strategic compliance may help professionals navigate the tensions between professional- and sales-ideals, it is also associated with struggle and normalizes sales as a part of professional work.}},
author = {{Singh, Nina and Rennstam, Jens}},
issn = {{1893-1049}},
keywords = {{professionalism; organizational control; compliance; strategic compliance}},
language = {{eng}},
number = {{1}},
publisher = {{Høgskolen i Oslo og Akershus}},
series = {{Professions and Professionalism}},
title = {{Strategic compliance : A study of professionals' responses to sales management control}},
url = {{http://dx.doi.org/10.7577/pp.4454}},
doi = {{10.7577/pp.4454}},
volume = {{12}},
year = {{2022}},
}