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It takes a lot of energy just to stand your ground—balancing male

egos with your right to survive. I wanted a job, I wanted to be a good


truck driver, I wanted to be able to pull my weight as a driver. So
years have passed now and somehow I survived. The guys are
beginning to see me as a real human, not just a broad with legs and
boobs. And the dispatcher has passed to the point of seeing me as a
driver, I think. (Schroedel 1985: 156–57)

Marge Kirk, a woman in an overwhelmingly male job, had worked her


way by means of incessant improvisation to a unique combination of
scripts and local knowledge.
Our five configurations—chains, hierarchies, triads, organizations, and
categorical pairs—provide widely available scripts. They rely on common
knowledge, for example, shared understandings of how superiors and
inferiors signal their relations to each other. They also generate common
knowledge as people use them, for example, by relying on third parties in
triads to patch up disagreements within any particular pair. Together,
familiar scripts and accumulated common knowledge lower transaction
costs of whatever activities an organization carries on. They thereby raise
relative costs of shifting to some other structure of social ties. Managers of
organizations ordinarily adopt the five configurations in various
combinations as devices for managing social relations within the
diagram’s midsection, where some scripting and common knowledge
combine.
How the configurations work, indeed, depends importantly on where in
the two-dimensional space they fall. When goldsmiths who have common
knowledge of their craft work together for the first time, they may use
familiar scripts to establish hierarchies of reward and deference, but they
can start to produce golden articles without extensive ritual. New cadets in
military academies, however, ordinarily lack familiarity with both
organizational structure and local lore; their superiors make up for those
deficiencies by intensive scripting and drumming in of common
knowledge. Only later do superiors let military recruits improvise within
the limits set by well-known scripts.
Activating the emulation mechanism, managers of organizations often
accomplish their work by importing configurations—particular
hierarchies, chains, triads, and categorical pairs—with which new
organizational members already have considerable experience and

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