Abstract
Firm-level stakeholder engagement begins when stakeholders become salient in the mind of an individual firm appointed decision-maker. Identifying the rationales or cognitive frameworks that guide the decision-making process is therefore a critical task in understanding stakeholder engagement, and in turn, firm performance. This paper seeks to provide a comprehensive framework of stakeholder salience through the identification of three distinct logics of action: economic, ideological and emotional. Our framework explains when and under what conditions an alternative logic would be embraced and the factors affecting the relative weight of any particular logic in a given situation.
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