IDEAS home Printed from https://ideas.repec.org/a/bla/jomstd/v24y1987i2p161-187.html
   My bibliography  Save this article

An Examination Of The Underlying Dynamics Of Strategic Decisions Subject To Upward Influence Activity

Author

Listed:
  • Warren Keith Schilit
  • Frank T. Paine

Abstract

This study examines the underlying dynamics of strategic decisions that are subject to upward influence activity. The results suggest that the strategymaking process deviates considerably from typical rational comprehensive approaches in that strategies are affected by: initial sense‐making activity, perceptions of risk and return, and power and negotiation skills. Differences due to functional area of the manager involved in the influence activity are discussed.

Suggested Citation

  • Warren Keith Schilit & Frank T. Paine, 1987. "An Examination Of The Underlying Dynamics Of Strategic Decisions Subject To Upward Influence Activity," Journal of Management Studies, Wiley Blackwell, vol. 24(2), pages 161-187, March.
    • Handle: RePEc:bla:jomstd:v:24:y:1987:i:2:p:161-187
    DOI: 10.1111/j.1467-6486.1987.tb00942.x
    as

    Download full text from publisher

    File URL: https://doi.org/10.1111/j.1467-6486.1987.tb00942.x
    Download Restriction: no
    File URL: https://libkey.io/10.1111/j.1467-6486.1987.tb00942.x?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Jennifer A. Howard-Grenville, 2007. "Developing Issue-Selling Effectiveness over Time: Issue Selling as Resourcing," Organization Science, INFORMS, vol. 18(4), pages 560-577, August.
    2. Friederike Neugebauer & Frank Figge & Tobias Hahn, 2016. "Planned or Emergent Strategy Making? Exploring the Formation of Corporate Sustainability Strategies," Business Strategy and the Environment, Wiley Blackwell, vol. 25(5), pages 323-336, July.
    3. Edward Christensen & Jerry Fjermestad, 1997. "Challenging Group Support Systems Research: The Case for Strategic Decision Making," Group Decision and Negotiation, Springer, vol. 6(4), pages 351-372, July.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bla:jomstd:v:24:y:1987:i:2:p:161-187. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: http://www.blackwellpublishing.com/journal.asp?ref=0022-2380 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.