TY - JOUR
T1 - Earning while giving
T2 - Rhetorical strategies for navigating multiple institutional logics in reproductive commodification
AU - Hartman, Anna E.
AU - Coslor, Erica
N1 - Publisher Copyright:
© 2019 Elsevier Inc.
PY - 2019/12
Y1 - 2019/12
N2 - This paper examines the rhetorical strategies for navigating multiple institutional logics in human egg commodification. We focus on the intermediaries (agencies) who match donors and recipients, examining their attempt to recruit potential donors through strategic communications. Using a rhetorical and semiotic approach, we analyzed 412 online advertisements on craigslist.org, recruiting women for commercial egg donation from across 30 US states (82 cities/regions). In this situation of institutional complexity, we find contradictory logics about gift giving and commodified market exchanges. In addition to reframing strategies that downplay opposition, we find interesting mixtures of what should be adversarial logics existing simultaneously. We contribute to an understanding of the use of rhetorical language structure and content of communications to navigate oppositional market and altruism logics, in addition to advancing knowledge about strategic communications by third-party intermediaries.
AB - This paper examines the rhetorical strategies for navigating multiple institutional logics in human egg commodification. We focus on the intermediaries (agencies) who match donors and recipients, examining their attempt to recruit potential donors through strategic communications. Using a rhetorical and semiotic approach, we analyzed 412 online advertisements on craigslist.org, recruiting women for commercial egg donation from across 30 US states (82 cities/regions). In this situation of institutional complexity, we find contradictory logics about gift giving and commodified market exchanges. In addition to reframing strategies that downplay opposition, we find interesting mixtures of what should be adversarial logics existing simultaneously. We contribute to an understanding of the use of rhetorical language structure and content of communications to navigate oppositional market and altruism logics, in addition to advancing knowledge about strategic communications by third-party intermediaries.
KW - Commodification
KW - Egg donors
KW - Institutional complexity
KW - Marketing communications
KW - Rhetorical strategies
KW - Third-party intermediaries
UR - http://www.scopus.com/inward/record.url?scp=85066798125&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2019.05.010
DO - 10.1016/j.jbusres.2019.05.010
M3 - Article
SN - 0148-2963
VL - 105
SP - 405
EP - 419
JO - Journal of Business Research
JF - Journal of Business Research
ER -