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This paper aims to focus on resistance strategies in distribution channels. The concept of resistance has received much attention in organization theory, but it has been rather neglected in corporate strategy. Only a few works dedicated to distribution channels explicitly use the notion of resistance strategy. These works provide a view of resistance as an inter-organizational phenomenon between companies (i.e. buyers and suppliers) but limit resistance strategies to merely confrontation strategies between channel members. This paper studies resistance strategies in a more open perspective considering that resistance can coexist with collaborative relationships, as part of a specific societal reality.

To capture the deep variety of resistance strategies, from the most active to the most passive, a qualitative research was carried out in France in the context of the book trade, based on 15 semi-structured interviews. The discourse analysis provides insights into the social reality of an organization and also the reality of changes in inter-organizational relationships. The interviews were conducted with 15 different companies representing a significant share of the French market.

The paper shows that channel members successfully develop resistance strategies of logistical nature, based on the efficient monitoring of flows, both inside the company (logistics rationalization) and within the supply chain (control of interfaces). Channel members who implement a logistics rationalization and a control of interfaces succeed not only in containing the power of their powerful partners but also in benefitting from new sources of profitability and improvement of customer service.

The French book trade is an illustration of the role played by logistical aspects in the power exercised by a supplier and resistance strategies that buyers develop in response as part of buyer-supplier relationships. Indeed, it is because they have a strong logistical expertise that dominant actors are capable, step by step, to place dominated actors in a situation of strong dependency, by using for that purpose their logistical means. In turn, dominated actors seek to develop logistical responses to rebalance the buyer-supplier relationships in their favor.

The purpose of this paper is to examine peer influence in the context of purchasing collectively consumed products. The particular focus of the paper is on strategies used by university students for persuasion and resistance when attending events and festivals.

Five females and three males studying for a degree in the UK were interviewed. Independent analysis of the interview transcripts was undertaken to identify persuasion and resistance strategies, as well as the factors influencing a strategy’s success.

A number of persuasion and resistance strategies are used and certain strategies use specific language techniques. Some of these strategies are only applicable to reference groups who have a history of consuming products together, as they resort to past experiences as a means of producing a persuasion or resistance argument. The extent to which the influence is successful is also discussed as being very subjective and dependent on the particular context of the persuasion exercise.

This is the first paper to exclusively examine peer influence in the context of collectively consumed products, notably influence and resistance strategies and the conditions which can make these effective. The paper illustrates the types of strategies peers use when attending events, in particular those used by people who live in a fairly close social system (university study) and where there is no formal hierarchy (in contrast with parent–children influence). The context can influence the types of strategies used, for example, the nature of the relationship between students, which is based on high levels of trust, makes it inappropriate to use certain strategies.

Prior research emphasises that organisational founders have a good deal of influence in organisational development and, where information and communication technogies (ICTs) are involved, a generic strategy is usually deployed by managers in order to deal with any resistance that might occur. Cognisant of this, the authors investigated the role played by a managing director of a small to medium‐sized enterprise (SME) consultancy in an ICT project associated with organisational development.

This study is based on an ethnography of an ICT related change management initiative which, theoretically, takes into account though from the social shaping of technology – specifically the idea that technologies in their broadest sense are subject to ongoing work beyond the design stage.

The authors argue that Markus' interaction theory of resistance still has relevance today and we extend it by emphasising the problem of homogenising users and downplaying their ability to appropriate resistance strategies in situ.

The study is based upon one group of individuals' experiences. Further case studies of resistance success are required which further highlight how this is achieved and why.

Those engaged with organisational development projects need to be better educated as to the reasons for resistance, particularly positive ones, and the methods by which this might take place.

This study conceptualises strategies for “overcoming” resistance as managerial technologies. Conceptualising them in this way shows the deployment of such technologies to be a complicated and active process where the audience for such things are involved in how they are received and appropriated to suit differing agendas.

The purpose of this paper is to clarify the role of organizational culture in governing the dynamics of resistance and facilitation of change by explicating the operational mechanisms underlying the Model of Organizational Change in Cultural Context (OC3 Model).

A conceptual definition of facilitation is introduced that parallels the psychosocial construction of resistance, while departing from traditional views that cast these constructs as polar opposites. Within the context of the OC3 Model, a multifaceted perspective on organizational change is advanced in which facilitation takes place alongside of, rather than in the absence of, resistance.

Two sources of resistance and facilitation are delineated, both stemming from the degree of cultural alignment of the content (strategic initiatives) and process (implementation strategies) elements of strategic change. The dynamic interplay of these independent sources of resistance and facilitation is explored within the context of the OC3 Model where the consequences of cultural alignment or misalignment are considered with respect to change implementation and linked to established theory and empirical evidence. Four interaction effects emerge from this analysis: augmentation, undermining, prevailing and immunity. A visual model illuminating the countervailing effects of facilitation on resistance is provided, along with illustrative examples derived from multiple ethnographic field studies.

Theoretical and practical implications of these interaction effects for advancing scholarship and leading organizational change are explored.

Articulating this theoretical extension of the OC3 Model provides a valuable corrective to extant theories of change that afford equal importance to all culturally embedded sources of resistance and fail to account for the counter balancing effects of facilitation.

The purpose of this paper is to contribute to an understanding of how auditing standard setting is adapted to changing patterns of resistance at various stages of its development.

The research is conducted as a longitudinal single case study of the auditing standard‐setting activities of the Danish professional body 1970‐1978. The case is based on extensive interviews with members of the standard‐setting board at that time, supplemented with documentary studies.

The paper identifies and discusses five general measures to deal with the immanent resistance to auditing standard setting: alignment of interests, representation, due process, soft texts, and reference to ideology. It concludes by analyzing how these strategies are adapted to changing patterns of standard‐setting resistance at various stages.

The paper discusses auditing standard setting only. Although resistance to accounting standard setting may be dealt with in the same way, the patterns of resistance are most likely different and the adaptation strategies may therefore also be different.

Presenting insight into the processes of auditing standard setting, the paper is of interest to anyone involved in the process, either as developers or as users.

The paper supplements previous studies of standard setting by applying the Actor‐Network Theory approach to auditing standard setting, thereby outlining a new general framework for the study of standard setting.

The study aims to highlight and reflect on resistance to Brazil's illiberal accelerationist politics highlighting alternative possibilities based on affects and forms of relatedness.

Drawing on the case of public universities and the arts in today's Brazil, the authors point out a tragedy of resistance (when opposing change fuels its acceleration) and explore a strategy of lines of flight and becomings in the light of Deleuze and Guattari's perspective on acceleration.

Alongside an oppositional and reactive resistance, that is caught in a tragedy of resistance, the authors explore an alternative strategy that protects a plurality of life forms and forces and their becoming. This strategy differs from most critiques of accelerationism.

This strategy of resistance seems more faithful to Deleuze than the accelerationist strategies that claim to be inspired by him. The authors suggest another reading of the often quoted passage by Deleuze and Guattari. While Deleuze and Guattari favor continuous deterritorializations of the flows of desire, accelerationism reterritorializes these flows towards a (often) undesirable future.

This paper seeks to provide guidance on specific ways by which organizations can overcome resistance by matching readiness strategies with forms of resistance.

The paper summarizes literature on resistance to change and readiness to change, leading to the development of specific recommendations for reducing resistance through specific readiness strategies.

Resistance, though common, may be more effectively managed if specific readiness strategies are matched with requisite sources of resistance.

The paper provides guidance on addressing primary sources of resistance by matching them with specific elements proposed by Armenakis et al. that lead to readiness for change.

The synthesis of literature related to creating readiness for change and resistance to change leads to a resistance to change typology, including three domains. While these domains have been addressed in change literature, the paper further expands on these domains by offering potential sources of resistances within each domain. This should lead to future research that explores these domains and sources within each domain in greater depth.

Previous studies show that the implementation of gender equality encounters resistance in military organizations, but it is often invisible or seen as confined to anonymous structures or troubled individuals. This paper aims to show how the Swedish Armed Forces (SAF) use organizational principles to resist implementing gender equality measures.

The study is a qualitative analysis of discursive strategies in the SAF’s 2013–2018 annual reports to government.

The organizing principles of instrumentality and distance, while existing in parallel with gender equality efforts, actually pursue logics that prevents the SAF from implementing gender equality. The principle of instrumentality in this context means that gender equality in the SAF is of secondary interest to organizational members. The principle of distancing from the problem includes strategies that alienate female from male officers.

The contribution of this paper is the finding that the use of organizing principles represents conscious organizational resistance to gender equality efforts. This kind of use needs to be revealed and criticized to change military organizations.

This paper explores the resistance strategies of organisations to unwanted changes. It is concerned with the way satellite organisations are created to provide a counter force to environmental disturbances such as changes introduced in the context of what has come to be called New Public Management. Its particular focus is with the attempt to develop and institutionalize external, “public” forms of resistance rather than undertake more internal, “private” forms. The specific empirical focus is general medical practice in the UK, where commissioning groups were formed as an alternative to GP fundholding. To help analyse this empirical detail we draw insights from Habermas’s model of society, organisational change theory and institutional theory. In the process the paper not only amplifies the empirical reactions of GP practices in the UK but also uses this empirical detail to develop the nature of this theoretical base by adding new dimensions concerning organisational resistance.

This paper explains the formation of government resistance to open data based on the cognition of stakeholders in Chinese context.

Adopting grounded theory, this study interviewed 22 stakeholders to collect data. Through continuous coding, this study identified the main categories and then constructed theoretical models.

This study identified and explained five main categories that relate to resistance: practice, perception, organizational culture, motivation and resistance strategies. Then, a framework was developed that conceptualizes the government' resistance to open data. Based on the division of the forms of motivation, there are three paths through which government departments resist open data, namely, avoiding disadvantages to the organization, being unwilling to increase the workload and being unwilling to take the initiative.

This paper reveals the internal logic of government departments' resistance to open data and provides a process explanation beyond causality. It also provides a reference for other countries in the same preliminary stage as China with respect to open data implementation.