01460nas a2200181 4500008004100000245010000041210006900141260000900210300001400219490000600233520090600239653001501145653003201160100001401192700002101206700001801227856003301245 2012 eng d 00 aThe impact of family structure on issue selling by successor generation members in family firms 0 aimpact of family structure on issue selling by successor generat c2012 a220–227 0 v3 3 aInput from members of the successor generation to the incumbent leader of the business is important to
family firms that desire to grow into multi-generational entities. Although researchers have examined
upward influence behavior in general, there is a dearth of studies discussing this phenomenon as it
relates to family firms. In this paper, we seek to fill this gap by focusing on issue selling behavior—one of
the fundamental ways the successor generation pursues upward influence. Issue selling is defined as a
discretionary behavior used to direct top managers’ attention toward important issues. Specifically, by
integrating the extant issue selling literature with research on the impact of family structure on family
decision-making, we help explain the strength of successor generation members’ intentions to sell issues
and their choice of selling strategies. 10 aManagement 10 aStrategy & Entrepreneurship 1 aLing, Yan 1 aBaldridge, David 1 aCraig, Justin uwww.elsevier.com/locate/jfbs 00597nas a2200145 4500008004100000245009300041210006900134260002500203653001500228653003200243100001400275700002100289700001800310856012300328 2010 eng d 00 aToward An Understanding Of Issue Selling By Successor Generation Members In Family Firms 0 aToward An Understanding Of Issue Selling By Successor Generation aCancun, Mexico c2010 10 aManagement 10 aStrategy & Entrepreneurship 1 aLing, Yan 1 aBaldridge, David 1 aCraig, Justin u/biblio/toward-understanding-issue-selling-successor-generation-members-family-firms-0 00549nas a2200145 4500008004100000245006500041210006400106260002600170653001500196653003200211100002100243700001800264700002000282856010100302 2008 eng d 00 aDisabled Enterpreneurs: A Model of Entrepreneurial Intention 0 aDisabled Enterpreneurs A Model of Entrepreneurial Intention aChapel Hill, NC c2008 10 aManagement 10 aStrategy & Entrepreneurship 1 aBaldridge, David 1 aDibrell, Clay 1 aNeubaum, Donald u/biblio/disabled-enterpreneurs-model-entrepreneurial-intention-0 01759nas a2200181 4500008004100000245009000041210006900131260002700200300001400227490001200241520110000253653001501353653003201368100002101400700001801421700002001439856011801459 2008 eng d 00 aA Model Of Entrepreneurial Intentions Within The Persons With Disabilities Population 0 aModel Of Entrepreneurial Intentions Within The Persons With Disa aChapel Hill, NC. c2008 aArticle 4 0 vVol. 28 3 aWhile self-employment presents many challenges, an entrepreneurial path for a person with a
disability can mean the difference between unemployment or severe underemployment and a truly
exceptional and prosperous career. Recent research highlights the importance of entrepreneurial
intentions (i.e., the interest of a person in starting, acquiring or buying a business) as a precursor
to entrepreneurial behavior (Zhao et al., 2005). Further, entrepreneurial self-efficacy (Zhao et al.,
2005), defined as the level of confidence individuals have to identify new opportunities, create
products, think creatively, or commercialize an idea, is positively associated with entrepreneurial
intention. In reviewing the literature on people with disabilities, however, we find reason to believe
that this model does not fully explain the entrepreneurial activities of persons with disabilities.
Thus, we integrate the literatures on entrepreneurship and people with disabilities to propose a
refined model. A few of the propositions offered by our model are included below. 10 aManagement 10 aStrategy & Entrepreneurship 1 aBaldridge, David 1 aDibrell, Clay 1 aNeubaum, Donald u/biblio/model-entrepreneurial-intentions-within-persons-disabilities-population-0 00599nas a2200145 4500008004100000245010100041210006900142260000900211653001500220653003200235100001800267700002100285700002000306856012700326 2008 eng d 00 aA Model Of The Impact Of Disability Attributes On Career Utility And Entrepreneurial Intentions. 0 aModel Of The Impact Of Disability Attributes On Career Utility A c2008 10 aManagement 10 aStrategy & Entrepreneurship 1 aDibrell, Clay 1 aBaldridge, David 1 aNeubaum, Donald u/biblio/model-impact-disability-attributes-career-utility-and-entrepreneurial-intentions-0 00561nas a2200145 4500008004100000245007600041210006900117260002200186653001500208653003200223100001400255700002100269700001800290856010700308 2008 eng d 00 aToward A Model Of Issue Selling By Successor Generation In Family Firms 0 aToward A Model Of Issue Selling By Successor Generation In Famil aAnaheim, CA c2008 10 aManagement 10 aStrategy & Entrepreneurship 1 aYan, Ling 1 aBaldridge, David 1 aCraig, Justin u/biblio/toward-model-issue-selling-successor-generation-family-firms-0 00500nas a2200145 4500008004100000245005200041210005200093260002300145653001500168653003200183100001400215700002100229700001800250856008600268 2008 eng d 00 aToward a Model of Issue Selling in Family Firms 0 aToward a Model of Issue Selling in Family Firms aAlberta, CAN c2008 10 aManagement 10 aStrategy & Entrepreneurship 1 aLing, Yan 1 aBaldridge, David 1 aCraig, Justin u/biblio/toward-model-issue-selling-family-firms-0