Chapter 4: Influence, Institutional Theory, and Language: An Analysis of Popular Management Discourse on Downsizing¹

Influence has institutional as well as interpersonal dimensions. At the core of institutional theory is the concept of institutional isomorphism, which focuses on the influence of rules, norms, and beliefs on organizational practices. However, despite the elaboration of institutional theory, significant gaps remain due to the limited attention that has been paid to the microlevel processes whereby institutional isomorphism occurs. A growing literature has identified the popular management literature as a conduit for ideas and information that help shape organizational practices. The research reported in this chapter focuses on the language used in the popular management literature on downsizing, with specific attention to the notion of “naturalizing analogies.” Major analogies are identified and their implication discussed.