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| Author: | |
| Title: | Reading the wind: how middle managers assess the context for selling issues to top managers (Mittlere Führungskraft) |
| Journal: | Strategic Management Journal
1997 : MAY, VOL. 18:5, p. 407-425 |
| Index terms: | |
| Freeterms: | UNTERNEHMENSSTRATEGIE, INNOVATION, SPITZENFÜHRUNGSKRAFT, INNERBETRIEBLICHE INFORMATION |
| Language: | eng |
| Abstract: | It is often middle managers rather than top managers who have their hands on the 'pulse of the organization' and are closer to customers and other stakeholders. By proposing and defining issues for top managers, middle managers provide important contributions o a firm's strategic direction, and thereby influence organizational effectiveness. This paper presents two studies that examine what middle managers think about as they decide whether or not to sell strategic issues to top management. |
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