How do I-deals emerge? Exploring the role of temporality and actors in I-deals timing and creation’

Dotun Ayeni, Maryam Aldossari, Sara Chaudhry

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract / Description of output

Extant literature suggests that opportunities for I-deals (idiosyncratic deals) mainly arise either during hire (ex-ante) or after hire (ex-post) – signalling variation in I-deals as a result of timing. However, very little research explicitly considers the impact of the temporal context on I-deals and how a range of organisational actors may react, and (re)construct, temporal conditions during the creation of I-deals. Therefore, our paper focuses on the invisible concept of temporality (that is, the broader temporal context, including temporal enablers and constraints) vis-a-vis I-deals through the specific theoretical lens of institutional entrepreneurship (IE). IE theory helps highlight conditions that impact the temporal context as well as the agentic role of actors (I-dealers, employer agents) in preserving or subverting temporal conditions. Drawing on 62 semi- structured interviews across three Nigerian organisations, our data revealed that i) field-level conditions and actors’ social positions function independently and contemporaneously, ii) with differential impact on I-deals’ timing, and iii) organisational actors (I-dealers and employer agents) adopt a combination of tactics to preserve and/or subvert temporal conditions, contingent on their social positions. Based on these findings, we offer a theoretical framework that reconceptualises I-deals by specifically highlighting their relationship with the invisible concept of time. Finally, we highlight the theoretical implications of our study for I-deals literature, future research directions, and practice.
Original languageEnglish
Title of host publicationAcademy of Management Proceedings
EditorsSonia Taneja
PublisherAcademy of Management
Number of pages6
Publication statusPublished - Aug 2022

Publication series

NameAcademy of Management Proceedings
ISSN (Electronic)2151-6561


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