Empowering Climate Leaders: An Open Resourcing Approach to Issue Selling

2019 ◽  
Vol 2019 (1) ◽  
pp. 13399
Author(s):  
Todd Schifeling ◽  
Sara B. Soderstrom
Keyword(s):  
Issue Selling

Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling

2002 ◽  
Vol 13 (4) ◽  
pp. 355-369 ◽  
Author(s):  
Jane E. Dutton ◽  
Susan J. Ashford ◽  
Katherine A. Lawrence ◽  
Kathi Miner-Rubino
Keyword(s):  
Organizational Context ◽  
Red Light ◽  
Green Light ◽  
Making Sense ◽  
Issue Selling ◽  
Light Green

Moves that Matter: Issue Selling and Organizational Change

2001 ◽  
Vol 44 (4) ◽  
pp. 716-736 ◽  
Author(s):  
Jane E. Dutton ◽  
Susan J. Ashford ◽  
Regina M. O'Neill ◽  
Katherine A. Lawrence
Keyword(s):  
Organizational Change ◽  
Issue Selling

Observed Issue Selling: The Effects of Role Models, Willingness to Issue Sell, and Inclusion in Decision Making

2019 ◽  
Vol 55 (3) ◽  
pp. 352-368
Author(s):  
Amy E. Randel ◽  
Kimberly S. Jaussi ◽  
Anne Wu
Keyword(s):  
Decision Making ◽  
Stages Of Change ◽  
Change Process ◽  
Role Models ◽  
Contextual Factors ◽  
Conservation Of Resources ◽  
Early Component ◽  
Early Stages ◽  
Issue Selling ◽  
Conservation Of Resources Model

This study examines issue selling (an early component of the change process in which higher-level managers are influenced to pay attention to issues). Building on the conservation of resources model, social contextual factors (role models for issue selling and inclusion in decision making) are proposed to explain when and how issue selling occurs during the early stages of change. This research breaks new ground by examining issue selling behavior (as observed by supervisors) in conjunction with willingness to issue sell. Results based on a sample of 191 employee–supervisor dyads suggest that role models positively contributed to willingness to issue sell, which was positively related to issue selling when individuals perceived that they were involved in decision making. To increase the likelihood that employees will engage in issue selling to facilitate change, managers should provide exposure to issue selling role models and should increase employees’ perceived inclusion in decision making.

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