Getting the deal: a qualitative inquiry into the task and developmental i-deal obtainment process

Abstract

Purpose

Idiosyncratic deals, or i-deals, are customizations that employees make to their jobs with the consent of their organization. This study investigates how employees obtain their task and developmental (T&D) i-deals by using qualitative data obtained from professionals in India.

Design/methodology/approach

In-depth, qualitative interviews were conducted with 27 professionals employed in diverse services firms in India. Data was analysed using the Gioia guidelines (Gioia et al., 2013).

Findings

The findings show a four-stage i-deal obtainment process that highlights how the desire for a T&D i-deal emerges, strengthens and materializes into an actual discussion or negotiation, and the routes employees take depending upon the success or failure of the i-deal discussion.

Originality/value

I-deals obtainment is a four-stage cyclical process, encompassing several factors, including attempts at credibility building by the i-dealer, assessing the availability of the i-deal within the organization and using influence tactics during the i-deal discussion. The application of social learning theory accentuates understanding of the i-deal obtainment process, particularly how employees develop and recognize the desire for an i-deal and how they progress through the four stages.

Citation

Garg, S. and Sinha, S. (2024), "Getting the deal: a qualitative inquiry into the task and developmental i-deal obtainment process", Employee Relations, Vol. 46 No. 8, pp. 1786-1804. https://doi.org/10.1108/ER-09-2023-0502