Graduation Year


Document Type




Degree Granting Department


Major Professor

Eric Eisenberg, Ph.D.

Committee Member

Fred Steier, Ph.D.

Committee Member

Jane Jorgenson, Ph.D.


Influence, Persuasion, Meaning-making, Strategic, Organization


This thesis examined framing practices used by leaders who participated in the Capacity Day 2007 event, which is organized by the World Bank Institute, as part of its Leadership Development Program. The study examined strategic uses of framing as a meaning-making tool. The framing strategies identified in this study were accomplished through the strategic use of language. Furthermore, the study recognized the implied negotiations of frames made by the skilled 'framers' and found that situations are continuously 'reframable'. Unsuccessful framing attempts were correlated with the contradictions between what was said and what was eventually understood. The positive outcomes that followed from successful strategic framing were easily observable. The study also recognized instances of what I describe as manipulative framing and uses different examples to draw a distinction between ethical and unethical manipulation in framing.