Concepedia

Issue Selling

Issue Selling is a strategic communication practice within the domain of upward organizational communication whereby an individual formulates and promotes a problem or idea to higher-level decision-makers by framing it in terms of organizational values and priorities to gain support and commitment.

32

Publications

9.3K

Citations

65

Authors

47

Institutions

Publications per year

2017–2026

7

Parents

Publications

32

Proactive Behavior in Organizations

J. Michael Crant · Journal of Management · 2000 · 2.3K citations

, , +9

Taking Stock: Integrating and Differentiating Multiple Proactive Behaviors

Sharon K. Parker, Catherine Collins · Journal of Management · 2008 · 1.4K citations

, , +9

SELLING ISSUES TO TOP MANAGEMENT

Jane E. Dutton, Susan J. Ashford · Academy of Management Review · 1993 · 963 citations

, , +7

MOVES THAT MATTER: ISSUE SELLING AND ORGANIZATIONAL CHANGE.

Jane E. Dutton, Susan J. Ashford, Regina M. O’Neill et al. · Academy of Management Journal · 2001 · 691 citations

, , +14

Reading the wind: how middle managers assess the context for selling issues to top managers

Jane E. Dutton, Susan J. Ashford, REGINA M. O’ NEILL et al. · Strategic Management Journal · 1997 · 606 citations · Full text

, , +16

1–5 of 32

Authors

65

  1. SJ
    Susan J. Ashford

    University of Michigan, United States

    7 publications · 3K citations

    7

    h-index

  2. JE
    Jane E. Dutton

    University of Michigan, United States

    5 publications · 2.8K citations

    5

    h-index

  3. JG
    Jens Gammelgaard

    Copenhagen Business School, Denmark

    2 publications · 140 citations

    2

    h-index

  4. EA
    Elisa Alt

    Anglia Ruskin University, United Kingdom

    2 publications · 152 citations

    2

    h-index

  5. SS
    Scott Sonenshein

    Rice University, United States

    2 publications · 246 citations

    2

    h-index

1–5 of 65

Institutions

47

  1. University of Michigan

    Ann Arbor, United States

    7 h-index

    15 publications

    6.6K citations

  2. University of Notre Dame

    Notre Dame, United States

    2 h-index

    2 publications

    2.7K citations

  3. Indian School of Business

    Hyderabad, India

    2 h-index

    3 publications

    611 citations

  4. Copenhagen Business School

    Copenhagen, Denmark

    2 h-index

    2 publications

    140 citations

  5. Guangdong University of Technology

    Guangzhou, China

    1 h-index

    1 publications

    60 citations

  6. Colonial Society of Massachusetts

    Boston, United States

    1 h-index

    1 publications

    45 citations

  7. Texas Christian University

    Fort Worth, United States

    1 h-index

    1 publications

    60 citations

  8. University of Groningen

    Groningen, The Netherlands

    1 h-index

    1 publications

    65 citations

1–8 of 47

Venues

  1. Journal of Management

    JOM · 5 publications · 4.8K citations

    5

    h-index

  2. Academy of Management Journal

    AMJ · 4 publications · 865 citations

    4

    h-index

  3. Academy of Management Review

    AMR · 2 publications · 1.4K citations

    2

    h-index

  4. Organization Studies

    2 publications · 336 citations

    2

    h-index

  5. Organization Science

    2 publications · 417 citations

    2

    h-index

1–5