haku: @author Dutton, J. E. / yhteensä: 14
viite: 3 / 14
| Tekijä: | Dutton, J. E. Ashford, S. J. |
| Otsikko: | Selling issues to top management (Board of Directors, Arbeitsplanung, Leitungsorganisation) |
| Lehti: | Academy of Management Review
1993 : JUL, VOL. 18:3, p. 397-428 |
| Asiasana: | |
| Vapaa asiasana: | SPITZENFÜHRUNGSKRAFT, UNTERNEHMENSSTRATEGIE |
| Kieli: | eng |
| Tiivistelmä: | 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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