Manufacturing conformity:Leadership through coercive persuasion in business organisations

Tourish, Dennis and Collinson, David and Barker, James R. (2009) Manufacturing conformity:Leadership through coercive persuasion in business organisations. Management, 12 (5). pp. 360-383. ISSN 1286-4892

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This paper critically examines the neglected importance of employee conformity in organisationsMore specifically, it addresses the ways in which coercive persuasion can manufacture conformity through contemporary leadership processes and corporate culture practicesDrawing on the foundational work of Schein (1961), we illustrate how the nine techniques of coercive persuasion that he identified can serve as a framework for understanding the exercise of power and the manufacture of conformity in modern organisationsIn particular, we discuss this framework in relation to the phenomenon of 'corporate culturalism' (in which powerful leaders determine constraining norms and values for others, in the form of compelling ideologies)We argue that ideology, when embraced with sufficient vigour, can function as an invisible internal eye, ensuring that subjects themselves become the instruments of their own subjugationThe paper concludes by discussing the implications of coercive persuasion in organisational discourse.

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09 Oct 2020 10:30
Last Modified:
22 Nov 2022 09:32