%0 Journal Article
%J Journal of Family Business Strategy
%D 2012
%T The impact of family structure on issue selling by successor generation members in family firms
%A Ling,Yan
%A Baldridge,David
%A Craig,Justin
%K Management
%K Strategy & Entrepreneurship
%X 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.
%B Journal of Family Business Strategy
%V 3
%P 220–227
%8 2012
%G eng
%U www.elsevier.com/locate/jfbs
%N 4
%2 a
%4 14096179201
%$ 14096179201