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首页> 外文期刊>Journal of management studies >Micro-Practices of Strategic Sensemaking and Sensegiving: How Middle Managers Interpret and Sell Change Every Day
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Micro-Practices of Strategic Sensemaking and Sensegiving: How Middle Managers Interpret and Sell Change Every Day

机译：战略感官和赋予感官的微观实践：中层管理人员如何解读和每天销售变化

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摘要

This paper looks at the workings of ongoing primary sensemaking and sensegiving micro-practices by which middle managers interpret and sell strategic change at the organizational interface. Through middle managers' routines and conversations related to the implementation of a strategic change in a top-of-the-line clothing company, the article shows how they contribute to renewing links with stakeholders, in particular clientele, by drawing on their tacit knowledge. Interpretative analysis of these routines and conversations highlights four micro-practices of strategic sensemaking and sensegiving: translating the orientation, overcoding the strategy, disciplining the client, and justifying the change. The paper outlines a practice perspective of sensemaking and sensegiving. It ends by suggesting the necessity of looking at middle managers' role as interpreters and sellers of strategic change at the micro level for a better understanding of their contribution in sustaining competitive advantage through their everyday activities.
机译：本文研究了正在进行的主要感官制定和有意义的微观实践的工作，中层管理人员通过这些实践来解释和出售组织界面上的战略变更。通过中层管理人员的例行公事和与一家顶级服装公司实施战略变革有关的对话，本文展示了他们如何利用他们的隐性知识为与利益相关者（特别是客户）建立联系做出贡献。对这些例行程序和对话的解释性分析突出了战略意义制定和赋予感悟的四个微观实践：翻译方向，对战略进行过度编码，对客户进行门训以及为变更辩护。本文概述了感官和感官的实践观点。最后，建议有必要从微观角度审视中层管理者作为战略变革的解释者和卖方的角色，以便更好地了解他们在日常活动中对维持竞争优势的贡献。

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