Issue selling

Basak Yakis-Douglas

Chapter 4.25 in Elgar Encyclopedia of Strategy as Practice, 2025, pp 453-456 from Edward Elgar Publishing

Abstract: Issue selling is the voluntary, discretionary behaviours organizational members use to direct top management's attention toward, or increase their understanding of, strategic issues. Issue selling research addresses middle managers’ selling attempts to gain senior managers’ attention through making claims about what issues mean to an organization. Constructing its theory and success measure on attention allocation, issue selling research addresses middle managers’ selling attempts to gain senior managers’ attention through making claims about what issues mean to an organization. The most commonly cited issue selling activities involve packaging (i.e. tying issues to ones that successfully gained resources), framing (i.e. crafting descriptions of issues in ways that they ride on the coat tails of more successful ones), involvement (i.e. middle managers taking part in presenting issues to top management and actively participating in helping these issues gain resources), and process activities.

Keywords: Issue selling; Organizational members; Top management; Strategic issues; Middle managers; Senior managers (search for similar items in EconPapers)
Date: 2025
ISBN: 9781035315956
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.elgaronline.com/doi/10.4337/9781035315963.00124 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:elg:eechap:22511_115

Ordering information: This item can be ordered from
http://www.e-elgar.com

Access Statistics for this chapter

More chapters in Chapters from Edward Elgar Publishing
Bibliographic data for series maintained by Jack Sweeney ().