Abstract
Stories arc an important and influential aspect of an o-gani nation’s discourse. This essay explores the characteristics and functions of stories in the organizational selling. In this examination, definitional criteria are established for the identification of organizational slories as a conversational unit. Stories must exhibit (a) a ring of truth, (b) relevance for the membership, (c) a story grammar, and (d) a sense of temporality. In addition, stories in organizations perform a variety of functions that work toward shaping organizational reality fur members. These functions include (a) uncertainty reduction, (b) management of meaning, and (c) bonding and identification. Sample itories drawn from a county jail are used throughout the chapter to illustrate the points being established. In addition, two major areas for research examining organizational stories are outlined: (a) story circumstances and (b) story applications.
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