Pitching for social change: Toward a relational approach to selling and buying social issues

In the issue-selling literature, little attention has been paid to the struggles of those managers who try to sell social issues to potential issue buyers who are not particularly sensitive to the normative elements of these social issues. In this study, we examine the case of Corporate Social Responsibility (CSR) and concomitant dynamics of selling[…]

Norm perception as a vehicle for social change

How can we change social norms, the standards describing typical or desirable behavior? Because individuals’ perceptions of norms guide their personal behavior, influencing these perceptions is one way to create social change. And yet individuals do not form perceptions of typical or desirable behavior in an unbiased manner. Individuals attend to select sources of normative[…]