@article {1968656,
	title = {The impact of family structure on issue selling by successor generation members in family firms},
	journal = {Journal of Family Business Strategy},
	volume = {3},
	year = {2012},
	month = {2012},
	pages = {220{\textendash}227},
	abstract = {Input from members of the successor generation to the incumbent leader of the business is important to<br>family firms that desire to grow into multi-generational entities. Although researchers have examined<br>upward influence behavior in general, there is a dearth of studies discussing this phenomenon as it<br>relates to family firms. In this paper, we seek to fill this gap by focusing on issue selling behavior{\textemdash}one of<br>the fundamental ways the successor generation pursues upward influence. Issue selling is defined as a<br>discretionary behavior used to direct top managers{\textquoteright} attention toward important issues. Specifically, by<br>integrating the extant issue selling literature with research on the impact of family structure on family<br>decision-making, we help explain the strength of successor generation members{\textquoteright} intentions to sell issues<br>and their choice of selling strategies.},
	keywords = {Management, Strategy \& Entrepreneurship},
	url = {www.elsevier.com/locate/jfbs},
	author = {Ling,Yan and Baldridge,David and Craig,Justin}
}