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 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