作者：Dutton, JE; Ashford, SJ; ONeill, RM; Hayes, E; Wierba, EE
作者单位：Tulane University; University of Michigan System; University of Michigan
摘要：Issue selling is an important mechanism for creating change initiatives in organizations. This paper presents two studies that examine what middle managers think about as they decide whether or not to sell strategic issues to top management. In Study I middle managers identify themes that indicate a favorable or unfavorable context for issue selling. Top management's willingness to listen and a supportive culture were the most often named contributors to context favorability, while fear of neg...
