Back to Search
Start Over
SELLING ISSUES TO TOP MANAGEMENT.
- Source :
- Academy of Management Review; Jul1993, Vol. 18 Issue 3, p397-428, 32p, 1 Diagram, 1 Chart
- Publication Year :
- 1993
-
Abstract
- The time and attention of top management in an organization are critical, but limited, resources. This article develops insights on issue selling as a process that is central to explaining how and where top management allocates its time and attention. We see issue selling as a critical activity in the early stages of organizational decision- making processes. We first clarify the value of understanding issue selling at the individual and organizational levels and from both symbolic and instrumental perspectives. We then develop a framework for describing and studying issue selling in organizations that draws on three different theoretical perspectives: issue selling as upward influence, issue selling as claiming behaviors, and issue selling as impression management. We use the different perspectives to develop a set of testable research propositions. The article concludes with a discussion of practical and theoretical implications of the issue-selling framework. [ABSTRACT FROM AUTHOR]
Details
- Language :
- English
- ISSN :
- 03637425
- Volume :
- 18
- Issue :
- 3
- Database :
- Complementary Index
- Journal :
- Academy of Management Review
- Publication Type :
- Academic Journal
- Accession number :
- 9309035145
- Full Text :
- https://doi.org/10.5465/AMR.1993.9309035145