Getting the deal: a qualitative inquiry into the task and developmental i-deal obtainment process

Abstract

PurposeIdiosyncratic deals, or i-deals, are customizations that employees make to their jobs with the consent of their organization. This study investigates how employees obtain their task and developmental (T&D) i-deals by using qualitative data obtained from professionals in India.Design/methodology/approachIn-depth, qualitative interviews were conducted with 27 professionals employed in diverse services firms in India. Data was analysed using the Gioia guidelines (Gioia et al., 2013).FindingsThe findings show a four-stage i-deal obtainment process that highlights how the desire for a T&D i-deal emerges, strengthens and materializes into an actual discussion or negotiation, and the routes employees take depending upon the success or failure of the i-deal discussion.Originality/valueI-deals obtainment is a four-stage cyclical process, encompassing several factors, including attempts at credibility building by the i-dealer, assessing the availability of the i-deal within the organization and using influence tactics during the i-deal discussion. The application of social learning theory accentuates understanding of the i-deal obtainment process, particularly how employees develop and recognize the desire for an i-deal and how they progress through the four stages.