| Article ID: | iaor20062528 |
| Country: | United States |
| Volume: | 13 |
| Issue: | 4 |
| Start Page Number: | 355 |
| End Page Number: | 369 |
| Publication Date: | Jul 2002 |
| Journal: | Organization Science |
| Authors: | Dutton Jane E., Ashford Susan J., Lawrence Katherine A., Miner-Rubino Kathi |
| Keywords: | Gender, psychology |
This paper analyzes the contextual cues female managers attend to when considering raising gender-equity issues at work. Study 1 provides a qualitative look at the range of cues indicating context favorability, including demographic patterns, top management qualities, and cultural exclusivity. Study 2 experimentally manipulates these cues and reveals that the exclusiveness of organizational culture is the most potent cue affecting willingness to sell a gender-equity issue. A discussion of mediators sheds lights on why cultural exclusivity affects issue selling.