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Camouflaging as identity work : A study of how professionals position themselves in the intersection of professional work and sales work

Singh, Nina LU and Frandsen, Sanne LU (2022) In Communication and Language at work 8(1).
Abstract
This paper examines how professionals position themselves and negotiate their identity in the intersection of professional work and sales work in the context of two professional service firms. We propose the concept of camouflaging as identity work to illustrate how professionals (re)construct their identity and position themselves as professionals by integrating and blurring the lines between the various discourses of professionalism and sales in a way that makes sales work appear as a natural part of their professional work and identity. We identify four ways in which professionals position themselves in relation to sales work, namely, as relationship builders, trustworthy partners, problem solvers and helpers. The present paper... (More)
This paper examines how professionals position themselves and negotiate their identity in the intersection of professional work and sales work in the context of two professional service firms. We propose the concept of camouflaging as identity work to illustrate how professionals (re)construct their identity and position themselves as professionals by integrating and blurring the lines between the various discourses of professionalism and sales in a way that makes sales work appear as a natural part of their professional work and identity. We identify four ways in which professionals position themselves in relation to sales work, namely, as relationship builders, trustworthy partners, problem solvers and helpers. The present paper contributes to 1) the literature on professional identity by emphasizing the importance of work for professional identity construction, 2) previous studies of identity tensions by illustrating camouflaging as a way to navigate and negotiate various discourses and 3) the literature on identity work by showing how a variety of available social identities propels identity work in unexpected ways. (Less)
Please use this url to cite or link to this publication:
author
and
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
Professionals, Professional identity, Identity work, Identity tensions, Professional service firms
in
Communication and Language at work
volume
8
issue
1
ISSN
2245-5744
language
English
LU publication?
yes
id
8c0cc0b7-fb42-47d8-8263-f50cfc4dd6b0
alternative location
https://tidsskrift.dk/claw/article/view/132483
date added to LUP
2022-09-28 14:10:10
date last changed
2022-09-29 08:57:53
@article{8c0cc0b7-fb42-47d8-8263-f50cfc4dd6b0,
  abstract     = {{This paper examines how professionals position themselves and negotiate their identity in the intersection of professional work and sales work in the context of two professional service firms. We propose the concept of camouflaging as identity work to illustrate how professionals (re)construct their identity and position themselves as professionals by integrating and blurring the lines between the various discourses of professionalism and sales in a way that makes sales work appear as a natural part of their professional work and identity. We identify four ways in which professionals position themselves in relation to sales work, namely, as relationship builders, trustworthy partners, problem solvers and helpers. The present paper contributes to 1) the literature on professional identity by emphasizing the importance of work for professional identity construction, 2) previous studies of identity tensions by illustrating camouflaging as a way to navigate and negotiate various discourses and 3) the literature on identity work by showing how a variety of available social identities propels identity work in unexpected ways.}},
  author       = {{Singh, Nina and Frandsen, Sanne}},
  issn         = {{2245-5744}},
  keywords     = {{Professionals; Professional identity; Identity work; Identity tensions; Professional service firms}},
  language     = {{eng}},
  number       = {{1}},
  series       = {{Communication and Language at work}},
  title        = {{Camouflaging as identity work : A study of how professionals position themselves in the intersection of professional work and sales work}},
  url          = {{https://tidsskrift.dk/claw/article/view/132483}},
  volume       = {{8}},
  year         = {{2022}},
}