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• Article | INSEAD Knowledge | December 8, 2017

  Why Many Women Social Entrepreneurs Avoid Commercial Models

  Matthew Lee, Stefan Dimitriadis, Lakshmi Ramarajan and Julie Battilana

  Citation:

  Lee, Matthew, Stefan Dimitriadis, Lakshmi Ramarajan, and Julie Battilana. "Why Many Women Social Entrepreneurs Avoid Commercial Models." INSEAD Knowledge (December 8, 2017).  View Details

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• Article | Academy of Management Journal | December 2017

  Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

  Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk

  Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking, operationalized as perspective-taking. In Study 1, a longitudinal field study of customer service representatives (n=763) who simultaneously identify with multiple brands they represent to customers, we examine the relationships among identity conflict and enhancement, on the one hand, and objective sales performance, on the other. We find independent effects for identity conflict and enhancement on intrinsic motivation, perspective-taking, and performance, such that identity conflict negatively and enhancement positively affect all three variables above and beyond average identification. Intrinsic motivation further mediates the relationships between identity conflict and enhancement on sales in a direction consistent with our theorizing. However, while significant, perspective-taking does not mediate these relationships in the expected direction, because it has a negative effect on sales. In Studies 2a and 2b, both experimental studies, we strengthen causal inference using an experimental moderation-of-process approach (Spencer, Zanna, & Fong, 2005) to constructively replicate and extend our findings. The paper demonstrates how multiple identities within people can have consequences for performance in tasks that involve interactions between people.

  Keywords: Identity; Interpersonal Communication; Sales; Performance;

  Citation:

  Ramarajan, Lakshmi, Nancy Rothbard, and Steffanie Wilk. "Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions." Academy of Management Journal 60, no. 6 (December 2017): 2208–2238.  View Details

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• Article | Organization Science | September–October 2017

  Blurring the Boundaries: The Interplay of Gender and Local Communities in the Commercialization of Social Ventures

  Stefan Dimitriadis, Matthew Lee, Lakshmi Ramarajan and Julie Battilana

  This paper examines the critical role of gender in the commercialization of social ventures. We argue that cultural beliefs about what is perceived to be appropriate work for each gender influence how founders of social ventures incorporate commercial activity into their ventures. Specifically, we argue and show that although cultural beliefs that disassociate women from commercial activity may result in female social venture founders being less likely to use commercial activity than their male counterparts, these effects are moderated by cultural beliefs about gender and commercial activity within founders’ local communities. The presence of female business owners in the same community mitigates the role of founders’ gender on the use of commercial activity. We examine these issues through a novel sample of 584 social ventures in the United States. We constructively replicate and extend these findings with a supplemental analysis of a second sample, the full population of new nonprofit organizations founded during a two-year period in the United States (n = 31,160). By highlighting how gendered aspects of both the social and commercial sectors interact to shape the use of commercial activity by social venture founders, our findings contribute to research on hybrid organizations in the social sector, communities as a context for the enactment of gender, and the enactment of gender in entrepreneurship.

  Keywords: Social Enterprise; Gender; Local Range; Commercialization; Culture;

  Citation:

  Dimitriadis, Stefan, Matthew Lee, Lakshmi Ramarajan, and Julie Battilana. "Blurring the Boundaries: The Interplay of Gender and Local Communities in the Commercialization of Social Ventures." Organization Science 28, no. 5 (September–October 2017): 819–839. (Pre-published online, August 2017.)  View Details

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