TY  - JOUR
T1  - The impact of family structure on issue selling by successor generation members in family firms
JF  - Journal of Family Business Strategy
Y1  - 2012
A1  - Ling,Yan
A1  - Baldridge,David
A1  - Craig,Justin
KW  - Management
KW  - Strategy & Entrepreneurship
AB  - 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—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’ 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’ intentions to sell issues<br>and their choice of selling strategies.
VL  - 3
UR  - www.elsevier.com/locate/jfbs
CP  - 4
U2  - a
U4  - 14096179201
ID  - 14096179201
ER  - 

TY  - HEAR
T1  - Toward An Understanding Of Issue Selling By Successor Generation Members In Family Firms
Y1  - 2010
A1  - Ling,Yan
A1  - Baldridge,David
A1  - Craig,Justin
KW  - Management
KW  - Strategy & Entrepreneurship
JA  - 2010 FAMILY ENTERPRISE RESEARCH CONFERENCE   	April 16 - 18, 2010 Dreams Resort Hotel  Cancun, Mexico
CY  - Cancun, Mexico
U2  - c
U4  - 22478192641
ID  - 22478192641
ER  - 

TY  - HEAR
T1  - Toward a Model of Issue Selling in Family Firms
Y1  - 2008
A1  - Ling,Yan
A1  - Baldridge,David
A1  - Craig,Justin
KW  - Management
KW  - Strategy & Entrepreneurship
JA  - Theories of Family Enterprise Conference
CY  - Alberta, CAN
U2  - c
U4  - 8683415553
ID  - 8683415553
ER  -