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Negotiating imitation : examining the interactions of consultants and clients to understand institutionalization as translation

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Gill, M., McGivern, Gerry, Study, A., Pereira, S., Gill, D. and Dopson, S. (2020) Negotiating imitation : examining the interactions of consultants and clients to understand institutionalization as translation. British Journal of Management, 31 (3). pp. 470-486. doi:10.1111/1467-8551.12372 ISSN 1045-3172.

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Official URL: https://doi.org/10.1111/1467-8551.12372

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Abstract

Organizational scholars increasingly view institutionalization as a process through which actors adapt or translate seemingly successful practices in a field to create variations that are specific to their own organization. Yet little is known about how outsiders who seek to diffuse ‘best practice’ affect translation. We examined interactions between management consultants and their clients in two different consulting projects, which focused on embedding the practice of ‘lean’ in one and the practice of a quality improvement framework in the other. Our findings provide insights into the processes of translation through which promoters and adopters iterate at different stages to reach a compromise, illuminating how the evolution of an imported practice signals the outcome of a negotiation. Furthermore, we demonstrate that management practices are not translated in isolation but enveloped by peripheral practices that are adopted by association. We highlight how the peripheral practice of benchmarking, in both cases, was rarely contested or negotiated and thus proved more resistant to translation. Our analysis allows us to unpack the agency inherent within translation‐as‐negotiation and integrate research on diffusion and translation.

Item Type: Journal Article
Subjects: H Social Sciences > HD Industries. Land use. Labor
H Social Sciences > HM Sociology
Divisions: Faculty of Social Sciences > Warwick Business School
Library of Congress Subject Headings (LCSH): Organizational effectiveness, Organizational sociology, Business consultants
Journal or Publication Title: British Journal of Management
Publisher: Wiley-Blackwell Publishing Ltd.
ISSN: 1045-3172
Official Date: July 2020
Dates:
DateEvent
July 2020Published
9 June 2019Available
9 May 2019Accepted
Volume: 31
Number: 3
Page Range: pp. 470-486
DOI: 10.1111/1467-8551.12372
Status: Peer Reviewed
Publication Status: Published
Reuse Statement (publisher, data, author rights): This is the peer reviewed version of the following article: Gill, M. J., McGivern, G. , Sturdy, A. , Pereira, S. , Gill, D. J. and Dopson, S. (2019), Negotiating Imitation: Examining the Interactions of Consultants and Clients to Understand Institutionalization as Translation. Brit J Manage. doi:10.1111/1467-8551.12372, which has been published in final form at https://doi.org/10.1111/1467-8551.12372. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions.
Access rights to Published version: Restricted or Subscription Access
Date of first compliant deposit: 16 May 2019
Date of first compliant Open Access: 9 June 2021
RIOXX Funder/Project Grant:
Project/Grant IDRIOXX Funder NameFunder ID
08/1808/242[NIHR] National Institute for Health Researchhttp://dx.doi.org/10.13039/501100000272
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