%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

%0 Generic
%D 2010
%T Toward An Understanding Of Issue Selling By Successor Generation Members In Family Firms
%A Ling,Yan
%A Baldridge,David
%A Craig,Justin
%K Management
%K Strategy & Entrepreneurship
%B 2010 FAMILY ENTERPRISE RESEARCH CONFERENCE   	April 16 - 18, 2010 Dreams Resort Hotel  Cancun, Mexico
%C Cancun, Mexico
%8 2010
%G eng
%2 c
%4 22478192641
%$ 22478192641

%0 Generic
%D 2008
%T Disabled Enterpreneurs: A Model of Entrepreneurial Intention
%A Baldridge,David
%A Dibrell,Clay
%A Neubaum,Donald
%K Management
%K Strategy & Entrepreneurship
%B Babson Conference
%C Chapel Hill, NC
%8 2008
%G eng
%2 c
%4 8495278081
%$ 8495278081

%0 Conference Paper
%B Frontiers of Entrepreneurship Research:
%D 2008
%T A Model Of Entrepreneurial Intentions Within The Persons With Disabilities Population
%A Baldridge,David
%A Dibrell,Clay
%A Neubaum,Donald
%K Management
%K Strategy & Entrepreneurship
%X While self-employment presents many challenges, an entrepreneurial path for a person with a<br>disability can mean the difference between unemployment or severe underemployment and a truly<br>exceptional and prosperous career. Recent research highlights the importance of entrepreneurial<br>intentions (i.e., the interest of a person in starting, acquiring or buying a business) as a precursor<br>to entrepreneurial behavior (Zhao et al., 2005). Further, entrepreneurial self-efficacy (Zhao et al.,<br>2005), defined as the level of confidence individuals have to identify new opportunities, create<br>products, think creatively, or commercialize an idea, is positively associated with entrepreneurial<br>intention. In reviewing the literature on people with disabilities, however, we find reason to believe<br>that this model does not fully explain the entrepreneurial activities of persons with disabilities.<br>Thus, we integrate the literatures on entrepreneurship and people with disabilities to propose a<br>refined model. A few of the propositions offered by our model are included below.
%B Frontiers of Entrepreneurship Research:
%C Chapel Hill, NC.
%V Vol. 28
%P Article 4
%8 2008
%G eng
%N Iss. 5
%2 b
%4 22485731329
%$ 22485731329

%0 Generic
%D 2008
%T A Model Of The Impact Of Disability Attributes On Career Utility And Entrepreneurial Intentions.
%A Dibrell,Clay
%A Baldridge,David
%A Neubaum,Donald
%K Management
%K Strategy & Entrepreneurship
%B Academy of Management Annual Meeting
%8 2008
%G eng
%2 c
%4 8495194113
%$ 8495194113

%0 Generic
%D 2008
%T Toward A Model Of Issue Selling By Successor Generation In Family Firms
%A Yan,Ling
%A Baldridge,David
%A Craig,Justin
%K Management
%K Strategy & Entrepreneurship
%B Annual Meeting
%C Anaheim, CA
%8 2008
%G eng
%2 c
%4 8683378689
%$ 8683378689

%0 Generic
%D 2008
%T Toward a Model of Issue Selling in Family Firms
%A Ling,Yan
%A Baldridge,David
%A Craig,Justin
%K Management
%K Strategy & Entrepreneurship
%B Theories of Family Enterprise Conference
%C Alberta, CAN
%8 2008
%G eng
%2 c
%4 8683415553
%$ 8683415553