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The impact of family structure on issue selling by successor generation members in family firms

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  • Ling, Yan
  • Baldridge, David
  • Craig, Justin B.

Abstract

Input from members of the successor generation to the incumbent leader of the business is important to family firms that desire to grow into multi-generational entities. Although researchers have examined upward influence behavior in general, there is a dearth of studies discussing this phenomenon as it relates to family firms. In this paper, we seek to fill this gap by focusing on issue selling behavior—one of the fundamental ways the successor generation pursues upward influence. Issue selling is defined as a discretionary behavior used to direct top managers’ attention toward important issues. Specifically, by integrating the extant issue selling literature with research on the impact of family structure on family decision-making, we help explain the strength of successor generation members’ intentions to sell issues and their choice of selling strategies.

Suggested Citation

  • Ling, Yan & Baldridge, David & Craig, Justin B., 2012. "The impact of family structure on issue selling by successor generation members in family firms," Journal of Family Business Strategy, Elsevier, vol. 3(4), pages 220-227.
  • Handle: RePEc:eee:fambus:v:3:y:2012:i:4:p:220-227
    DOI: 10.1016/j.jfbs.2012.10.002
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    References listed on IDEAS

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    1. Michael H. Lubatkin & Yan Ling & William S. Schulze, 2007. "An Organizational Justice-Based View of Self-Control and Agency Costs in Family Firms," Journal of Management Studies, Wiley Blackwell, vol. 44(6), pages 955-971, September.
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    3. Marshall, James P. & Sorenson, Ritch & Brigham, Keith & Wieling, Elizabeth & Reifman, Alan & Wampler, Richard S., 2006. "The paradox for the family firm CEO: Owner age relationship to succession-related processes and plans," Journal of Business Venturing, Elsevier, vol. 21(3), pages 348-368, May.
    4. Rafael La Porta & Florencio Lopez-De-Silanes & Andrei Shleifer, 1999. "Corporate Ownership Around the World," Journal of Finance, American Finance Association, vol. 54(2), pages 471-517, April.
    5. Astrachan, Joseph H., 2010. "Strategy in family business: Toward a multidimensional research agenda," Journal of Family Business Strategy, Elsevier, vol. 1(1), pages 6-14, March.
    6. Davis, Harry L, 1976. " Decision Making within the Household," Journal of Consumer Research, Oxford University Press, vol. 2(4), pages 241-260, March.
    7. Fama, Eugene F & Jensen, Michael C, 1983. "Separation of Ownership and Control," Journal of Law and Economics, University of Chicago Press, vol. 26(2), pages 301-325, June.
    8. Flurry, Laura A., 2007. "Children's influence in family decision-making: Examining the impact of the changing American family," Journal of Business Research, Elsevier, vol. 60(4), pages 322-330, April.
    9. Lubatkin, Michael H. & Durand, Rodolphe & Ling, Yan, 2007. "The missing lens in family firm governance theory: A self-other typology of parental altruism," Journal of Business Research, Elsevier, vol. 60(10), pages 1022-1029, October.
    10. Corfman, Kim P & Lehmann, Donald R, 1987. " Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions," Journal of Consumer Research, Oxford University Press, vol. 14(1), pages 1-13, June.
    11. repec:hrv:faseco:30747162 is not listed on IDEAS
    12. Simon, Herbert A, 1979. "Rational Decision Making in Business Organizations," American Economic Review, American Economic Association, vol. 69(4), pages 493-513, September.
    13. Yan Ling & Steven W Floyd & David C Baldridge, 2005. "Toward a model of issue-selling by subsidiary managers in multinational organizations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 36(6), pages 637-654, November.
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    Cited by:

    1. Elisa Alt & Justin B. Craig, 2016. "Selling Issues with Solutions: Igniting Social Intrapreneurship in for-Profit Organizations," Journal of Management Studies, Wiley Blackwell, vol. 53(5), pages 794-820, July.

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