Influencer l’attention des décideurs. Les pratiques d’« issue-selling » des risk manager s

Julie C. Mayer

Revue française de gestion, 2016, vol. N° 255, issue 2, 75-88

Abstract: In a complex environment and information overload, managing decision-makers? attention is a challenge for companies. This article studies ?issue-selling?, i.e. how an actor can influence decisional attention through different channels. The analysis of risk managers? practices reveals four issue-selling postures (pedagogue, supervisor, challenger, stimulator). Those results refine the concept of issue-selling and shed light on the roles of risk managers in decision-making.

Date: 2016
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