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The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities

Sheena Vachhani

Culture and Organization, Volume: 12, Issue: 3, Pages: 249 - 264

Swansea University Author: Sheena Vachhani

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DOI (Published version): 10.1080/14759550600865990

Abstract

<p>This paper critically examines how identity formations change, dissolve and reform. It is argued that the framing overtly expressed in the production of identity and the construction of narrative therein provide an interesting stage from which to understand linguistic (de)constructions of i...

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Published in: Culture and Organization
Published: Taylor and Francis 2006
Online Access: http://www.tandfonline.com/doi/abs/10.1080/14759550600865990
URI: https://cronfa.swan.ac.uk/Record/cronfa2235
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fullrecord <?xml version="1.0"?><rfc1807><datestamp>2018-03-05T10:43:30.8188626</datestamp><bib-version>v2</bib-version><id>2235</id><entry>2011-10-01</entry><title>The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities</title><swanseaauthors><author><sid>5e9b39bbae69110c1318b9b4442126c3</sid><firstname>Sheena</firstname><surname>Vachhani</surname><name>Sheena Vachhani</name><active>true</active><ethesisStudent>false</ethesisStudent></author></swanseaauthors><date>2011-10-01</date><abstract>&lt;p&gt;This paper critically examines how identity formations change, dissolve and reform. It is argued that the framing overtly expressed in the production of identity and the construction of narrative therein provide an interesting stage from which to understand linguistic (de)constructions of identity change in organisational life, here explored, amongst salespeople in a single case organisation. Empirical material is &#xA0;presented to explore a dualism of salesperson identity (the hunter/farmer) which is reformulated through a collapse in the dichotomy to produce a more &#x2018;professional&#x2019; sales individual. Theories of deconstruction and difference throw into relief the processes of these identity changes and demonstrate the insufficiency of dichotomous formations of identity. The paper briefly draws upon the work of Luce Irigaray to discuss the nascent theme of difference as a concept for theorising social relations and identity. It is the displacement and dissolution of identity which can be considered productive through an understanding of difference. Therefore, a sensate engagement with Irigaray&#x2019;s tracing of difference that interpolates different subject positions provides both the conditions of possibility and impossibility for identity change.&lt;/p&gt;</abstract><type>Journal Article</type><journal>Culture and Organization</journal><volume>12</volume><journalNumber>3</journalNumber><paginationStart>249</paginationStart><paginationEnd>264</paginationEnd><publisher>Taylor and Francis</publisher><keywords>Discourse; Sales; Dualisms; Identity construction; Narrative</keywords><publishedDay>1</publishedDay><publishedMonth>9</publishedMonth><publishedYear>2006</publishedYear><publishedDate>2006-09-01</publishedDate><doi>10.1080/14759550600865990</doi><url>http://www.tandfonline.com/doi/abs/10.1080/14759550600865990</url><notes>&lt;p&gt;This paper won the best paper award at the 2004 SCOS conference (Halifax, Nova Scotia)&lt;/p&gt;</notes><college>COLLEGE NANME</college><CollegeCode>COLLEGE CODE</CollegeCode><institution>Swansea University</institution><apcterm/><lastEdited>2018-03-05T10:43:30.8188626</lastEdited><Created>2011-10-01T00:00:00.0000000</Created><path><level id="1">Faculty of Humanities and Social Sciences</level><level id="2">School of Management - Business Management</level></path><authors><author><firstname>Sheena</firstname><surname>Vachhani</surname><order>1</order></author></authors><documents/><OutputDurs/></rfc1807>
spelling 2018-03-05T10:43:30.8188626 v2 2235 2011-10-01 The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities 5e9b39bbae69110c1318b9b4442126c3 Sheena Vachhani Sheena Vachhani true false 2011-10-01 <p>This paper critically examines how identity formations change, dissolve and reform. It is argued that the framing overtly expressed in the production of identity and the construction of narrative therein provide an interesting stage from which to understand linguistic (de)constructions of identity change in organisational life, here explored, amongst salespeople in a single case organisation. Empirical material is  presented to explore a dualism of salesperson identity (the hunter/farmer) which is reformulated through a collapse in the dichotomy to produce a more ‘professional’ sales individual. Theories of deconstruction and difference throw into relief the processes of these identity changes and demonstrate the insufficiency of dichotomous formations of identity. The paper briefly draws upon the work of Luce Irigaray to discuss the nascent theme of difference as a concept for theorising social relations and identity. It is the displacement and dissolution of identity which can be considered productive through an understanding of difference. Therefore, a sensate engagement with Irigaray’s tracing of difference that interpolates different subject positions provides both the conditions of possibility and impossibility for identity change.</p> Journal Article Culture and Organization 12 3 249 264 Taylor and Francis Discourse; Sales; Dualisms; Identity construction; Narrative 1 9 2006 2006-09-01 10.1080/14759550600865990 http://www.tandfonline.com/doi/abs/10.1080/14759550600865990 <p>This paper won the best paper award at the 2004 SCOS conference (Halifax, Nova Scotia)</p> COLLEGE NANME COLLEGE CODE Swansea University 2018-03-05T10:43:30.8188626 2011-10-01T00:00:00.0000000 Faculty of Humanities and Social Sciences School of Management - Business Management Sheena Vachhani 1
title The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
spellingShingle The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
Sheena Vachhani
title_short The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
title_full The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
title_fullStr The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
title_full_unstemmed The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
title_sort The Death of a Salesman? An Exploration into the Discursive Production of Sales Identities
author_id_str_mv 5e9b39bbae69110c1318b9b4442126c3
author_id_fullname_str_mv 5e9b39bbae69110c1318b9b4442126c3_***_Sheena Vachhani
author Sheena Vachhani
author2 Sheena Vachhani
format Journal article
container_title Culture and Organization
container_volume 12
container_issue 3
container_start_page 249
publishDate 2006
institution Swansea University
doi_str_mv 10.1080/14759550600865990
publisher Taylor and Francis
college_str Faculty of Humanities and Social Sciences
hierarchytype
hierarchy_top_id facultyofhumanitiesandsocialsciences
hierarchy_top_title Faculty of Humanities and Social Sciences
hierarchy_parent_id facultyofhumanitiesandsocialsciences
hierarchy_parent_title Faculty of Humanities and Social Sciences
department_str School of Management - Business Management{{{_:::_}}}Faculty of Humanities and Social Sciences{{{_:::_}}}School of Management - Business Management
url http://www.tandfonline.com/doi/abs/10.1080/14759550600865990
document_store_str 0
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description <p>This paper critically examines how identity formations change, dissolve and reform. It is argued that the framing overtly expressed in the production of identity and the construction of narrative therein provide an interesting stage from which to understand linguistic (de)constructions of identity change in organisational life, here explored, amongst salespeople in a single case organisation. Empirical material is  presented to explore a dualism of salesperson identity (the hunter/farmer) which is reformulated through a collapse in the dichotomy to produce a more ‘professional’ sales individual. Theories of deconstruction and difference throw into relief the processes of these identity changes and demonstrate the insufficiency of dichotomous formations of identity. The paper briefly draws upon the work of Luce Irigaray to discuss the nascent theme of difference as a concept for theorising social relations and identity. It is the displacement and dissolution of identity which can be considered productive through an understanding of difference. Therefore, a sensate engagement with Irigaray’s tracing of difference that interpolates different subject positions provides both the conditions of possibility and impossibility for identity change.</p>
published_date 2006-09-01T03:05:26Z
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score 11.037581

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