Construct · 1 fields · 1 citations

issue selling: a standalone construct

One name. One construct. A landmark on the map.

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Strategic management

discretionary behaviors by which organizational members try to direct top management's attention to particular issues.

In strategic management, issue selling refers to discretionary behaviors by which organizational members try to direct top management's attention to particular issues. This meaning comes from Dutton (1993) in The Academy of Management Review.[1]

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Nearby constructs

attention5 fields · 10 citationsjingle · one name, five constructs

References

Dutton, J. E., & Ashford, S. J. (1993). Selling Issues to Top Management. The Academy of Management Review, 18(3), 397. https://doi.org/10.2307/258903

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