den Nieuwenboer et al. (2017), Organization Science

Middle Managers and Corruptive Routine Translation: The Social Production of Deceptive Performance

Facing performance obstacles in a telecom desk-sales unit, middle managers coerced their reps into deceiving upper management, so the unit's reported results were not real.

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What the research saysWhy doesn't bad news reach senior leaders?What the research saysShould change be top-down or bottom-up?What the research saysHow can leaders tell a change is stuck before the numbers show it?

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