Open AccessBuilding Bridges between Management and the Workforce
Author(s) -
CIRIASUÁREZ LAURA,
BELL ROBERT ANDREW
Publication year - 2015
Publication title -
ethnographic praxis in industry conference proceedings
Language(s) - English
Resource type - Journals
eISSN - 1559-8918
pISSN - 1559-890X
DOI - 10.1111/1559-8918.2015.01054
Subject(s) - sensemaking , workforce , realisation , organizational culture , power (physics) , perception , position (finance) , business , relation (database) , sociology , ethnography , value (mathematics) , knowledge management , service (business) , public relations , marketing , political science , computer science , psychology , machine learning , law , physics , finance , quantum mechanics , database , neuroscience , anthropology
This paper examines the sales force in a retail setting, considering how Business Anthropology can enlighten managerial practices as a means to defining organisational strategy. Specifically, we look at sales force engagement, motivation and reward – considering how to build bridges in the management‐employee relationship and shed light on the sales force culture. We will look at anthropology's position in relation to key business activities using the service‐dominant logic to understand how individual sensemaking and perception of power can influence internal and external relationships in the value creation and realisation process, examining engrained paradigms and using Corporate Ethnography to offer new insights and perceptions on organisational culture, power and hierarchies.