search query: @author Ashford, S. J. / total: 10
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| Author: | Dutton, J. E. Ashford, S. J. |
| Title: | Selling issues to top management (Board of Directors, Arbeitsplanung, Leitungsorganisation) |
| Journal: | Academy of Management Review
1993 : JUL, VOL. 18:3, p. 397-428 |
| Index terms: | |
| Freeterms: | SPITZENFÜHRUNGSKRAFT, UNTERNEHMENSSTRATEGIE |
| Language: | eng |
| 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 to how and where top management allocates its time and attention. The authors first clarify the value of understanding issue selling at the individual and organizational levels. They develop a framework for describing and studying issue selling that draws on 3 different theoretical perspectives. The article concludes with a discussion of practical and theoretical implications of the issue selling framework. |
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