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

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Cited by:

  1. Schilling, Martin S. & Schulze-Cleven, Paul J., 2007. "Beyond matrices and black-box algorithms: setting marketing priorities with marketing strategy conferences," LSE Research Online Documents on Economics 22695, London School of Economics and Political Science, LSE Library.
  2. Dietfried Globocnik, 2019. "Taking Or Avoiding Risk Through Secret Innovation Activities — The Relationships Among Employees’ Risk Propensity, Bootlegging, And Management Support," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(03), pages 1-41, April.
  3. Carlos Martin-Rios, 2016. "Innovative management control systems in knowledge work: a middle manager perspective," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 27(2), pages 181-204, May.
  4. James R. Detert & Linda K. Treviño, 2010. "Speaking Up to Higher-Ups: How Supervisors and Skip-Level Leaders Influence Employee Voice," Organization Science, INFORMS, vol. 21(1), pages 249-270, February.
  5. Carlos Brito & Susana Costa e Silva, 2011. "The collective nature of export grouping schemes," Working Papers de Gestão (Management Working Papers) 04, Católica Porto Business School, Universidade Católica Portuguesa.
  6. David Marginson & Laurie McAulay & Melvin Roush & Tony Van Zijl, 2010. "Performance measures and short‐termism: An exploratory study," Accounting and Business Research, Taylor & Francis Journals, vol. 40(4), pages 353-370.
  7. Tomi Laamanen, 2019. "Dynamic attention-based view of corporate headquarters in MNCs," Journal of Organization Design, Springer;Organizational Design Community, vol. 8(1), pages 1-15, December.
  8. David Tegarden & Linda Tegarden & Wanda Smith & Steve Sheetz, 2016. "De-Fusing Organizational Power Using Anonymity and Cognitive Factions in a Participative Strategic Planning Setting," Group Decision and Negotiation, Springer, vol. 25(1), pages 1-29, January.
  9. Hutzschenreuter, Thomas & Kleindienst, Ingo, 2013. "(How) Does discretion change over time? A contribution toward a dynamic view of managerial discretion," Scandinavian Journal of Management, Elsevier, vol. 29(3), pages 264-281.
  10. Julia Hamprecht & Jan Schwarzkopf, 2014. "Subsidiary Initiatives in the Institutional Environment," Management International Review, Springer, vol. 54(5), pages 757-778, October.
  11. Jixun Liu & Stephen Lau & Shenyi Shirley Liu & Yingde Hu, 2024. "How Firm’s Commitment to ESG Drives Green and Low-Carbon Transition: A Longitudinal Case Study from Hang Lung Properties," Sustainability, MDPI, vol. 16(2), pages 1-21, January.
  12. Brian D. Knox, 2020. "A strategy map’s effect on the feedback that middle managers pass along to upper management," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 30(4), pages 381-404, February.
  13. Tammy E. Beck & Donde Ashmos Plowman, 2009. "Experiencing Rare and Unusual Events Richly: The Role of Middle Managers in Animating and Guiding Organizational Interpretation," Organization Science, INFORMS, vol. 20(5), pages 909-924, October.
  14. Jeroen de Jong & Sander Wennekers, 2008. "Intrapreneurship; Conceptualizing entrepreneurial employee behaviour," Scales Research Reports H200802, EIM Business and Policy Research.
  15. Liu, Yongmei & Hochstein, Bryan & Bolander, Willy & Bradford, Kevin & Weitz, Barton A., 2020. "Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance," Journal of Business Research, Elsevier, vol. 117(C), pages 176-188.
  16. Thomas Schaefer & Thomas Guenther, 2016. "Exploring strategic planning outcomes: the influential role of top versus middle management participation," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 27(2), pages 205-249, May.
  17. Gorgijevski, Alexander & Holmström Lind, Christine & Lagerström, Katarina, 2019. "Does proactivity matter? the importance of initiative selling tactics for headquarters acceptance of subsidiary initiatives," Journal of International Management, Elsevier, vol. 25(4).
  18. Kato, Toshihiko & 加藤, 俊彦 & Numagami, Tsuyoshi & 沼上, 幹 & Karube, Masaru & 軽部, 大 & Sasaki, Masato, 2013. "Types Of Upward Communication And Organizational Characteristics In Japanese Firms," Hitotsubashi Journal of commerce and management, Hitotsubashi University, vol. 47(1), pages 1-16, October.
  19. Jeffrey A. Martin, 2011. "Dynamic Managerial Capabilities and the Multibusiness Team: The Role of Episodic Teams in Executive Leadership Groups," Organization Science, INFORMS, vol. 22(1), pages 118-140, February.
  20. Tiziana Callari & Corinne Bieder & Barry Kirwan, 2019. "What is it like for a middle manager to take safety into account? Practices and challenges," Post-Print hal-01935746, HAL.
  21. Isabell Koinig & Franzisca Weder, 2021. "Employee Representatives and a Good Working Life: Achieving Social and Communicative Sustainability for HRM," Sustainability, MDPI, vol. 13(14), pages 1-19, July.
  22. Donal Crilly & Pamela Sloan, 2014. "Autonomy or Control? Organizational Architecture and Corporate Attention to Stakeholders," Organization Science, INFORMS, vol. 25(2), pages 339-355, April.
  23. Dimitratos, Pavlos & Liouka, Ioanna & Young, Stephen, 2009. "Regional location of multinational corporation subsidiaries and economic development contribution: Evidence from the UK," Journal of World Business, Elsevier, vol. 44(2), pages 180-191, April.
  24. Halime GOKTAS KULUALP, 2016. "Calisan Sesliligi ile Bazi Kisisel ve Orgutsel Ozellikler Arasindaki Iliskinin Belirlenmesi: Ogretim Elemanlari Uzerine Bir Arastirma," Ege Academic Review, Ege University Faculty of Economics and Administrative Sciences, vol. 16(4), pages 745-761.
  25. Ostmeier, Esther & Strobel, Maria, 2022. "Building skills in the context of digital transformation: How industry digital maturity drives proactive skill development," Journal of Business Research, Elsevier, vol. 139(C), pages 718-730.
  26. Parke, Michael R. & Tangirala, Subrahmaniam & Sanaria, Apurva & Ekkirala, Srinivas, 2022. "How strategic silence enables employee voice to be valued and rewarded," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
  27. Banalieva, Elitsa R. & Karam, Charlotte M. & Ralston, David A. & Elenkov, Detelin & Naoumova, Irina & Dabic, Marina & Potocan, Vojko & Starkus, Arunas & Danis, Wade & Wallace, Alan, 2017. "Communist footprint and subordinate influence behavior in post-communist transition economies," Journal of World Business, Elsevier, vol. 52(2), pages 209-229.
  28. Hui Li & Nazir Sajjad & Qun Wang & Asadullah Muhammad Ali & Zeb Khaqan & Shafi Amina, 2019. "Influence of Transformational Leadership on Employees’ Innovative Work Behavior in Sustainable Organizations: Test of Mediation and Moderation Processes," Sustainability, MDPI, vol. 11(6), pages 1-21, March.
  29. Raj, Medha & Wiltermuth, Scott S., 2022. "Better now than later: The social cost of victims’ delayed accusations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
  30. Anne-Laure Delaunay, 2023. "IT ambidexterity operationalization in the public sector: the case of the SNCF [Opérationnaliser le concept d'ambidextrie IT dans le secteur public : le cas de la SNCF]," Post-Print hal-04120583, HAL.
  31. Fauré, Bertrand & Rouleau, Linda, 2011. "The strategic competence of accountants and middle managers in budget making," Accounting, Organizations and Society, Elsevier, vol. 36(3), pages 167-182, April.
  32. Daniel Qi Chen & Yanlin Zhang & Jinghua Xiao & Kang Xie, 2021. "Making Digital Innovation Happen: A Chief Information Officer Issue Selling Perspective," Information Systems Research, INFORMS, vol. 32(3), pages 987-1008, September.
  33. Sylvaine Mercuri & Maha Raïs, 2010. "Alliance stratégique entre PME et Grande Firme Internationale : Quel rôle pour le middle manager ?," Post-Print halshs-00692411, HAL.
  34. Karina Lloyd & Diana Boer & Joshua Keller & Sven Voelpel, 2015. "Is My Boss Really Listening to Me? The Impact of Perceived Supervisor Listening on Emotional Exhaustion, Turnover Intention, and Organizational Citizenship Behavior," Journal of Business Ethics, Springer, vol. 130(3), pages 509-524, September.
  35. Pierre Garner, 2017. "Retroaction perçue d’efficacité personnelle. Pour une traduction de l’effet Galatee chez les middle managers," Post-Print hal-02512269, HAL.
  36. Jane E. Dutton & Susan J. Ashford & Katherine A. Lawrence & Kathi Miner-Rubino, 2002. "Red Light, Green Light: Making Sense of the Organizational Context for Issue Selling," Organization Science, INFORMS, vol. 13(4), pages 355-369, August.
  37. Arwin van Buuren & Jeroen Warner, 2014. "From Bypass to Bathtub: Backfiring Policy Labels in Dutch Water Governance," Environment and Planning C, , vol. 32(6), pages 1000-1016, December.
  38. Palmié, Maximilian & Rüegger, Stephanie & Holzer, Matthias & Oghazi, Pejvak, 2023. "The “golden” voice of “green” employees: The effect of private environmental orientation on suggestions for improvement in firms’ economic value creation," Journal of Business Research, Elsevier, vol. 156(C).
  39. Abbas Khosravi Author_Email: a.111-n@yahoo.com & Najmeh Roozmand & Seyed Mojtaba Hosseinifar & Khalil Md Nor, 2011. "Fostering Innovations," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-309, Conference Master Resources.
  40. Weiner, Bryan Jeffrey & Hobgood, Cherri & Lewis, Megan A., 2008. "The meaning of justice in safety incident reporting," Social Science & Medicine, Elsevier, vol. 66(2), pages 403-413, January.
  41. Pratima Bansal, 2003. "From Issues to Actions: The Importance of Individual Concerns and Organizational Values in Responding to Natural Environmental Issues," Organization Science, INFORMS, vol. 14(5), pages 510-527, October.
  42. Alain Verbeke & James J. Chrisman & Wenlong Yuan, 2007. "A Note on Strategic Renewal and Corporate Venturing in the Subsidiaries of Multinational Enterprises," Entrepreneurship Theory and Practice, , vol. 31(4), pages 585-600, July.
  43. Zhiyu Feng & Fong Keng-Highberger & Kai Chi Yam & Xiao-Ping Chen & Hu Li, 2023. "Wolves in Sheep’s Clothing: How and When Machiavellian Leaders Demonstrate Strategic Abuse," Journal of Business Ethics, Springer, vol. 184(1), pages 255-280, April.
  44. Marko Reimer & Sebastiaan Van Doorn & Mariano L. M. Heyden, 2016. "Managers and management control systems in the strategy process," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 27(2), pages 121-127, May.
  45. Koichi Nakagawa & Yoichi Matsumoto, 2015. "Issue selection flexibility and strategic rigidity: Lessons from Sharp's crisis," Discussion Papers in Economics and Business 15-24, Osaka University, Graduate School of Economics.
  46. Chander Velu, 2015. "Knowledge management capabilities of lead firms in innovation ecosystems," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 5(3), pages 123-141, December.
  47. 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.
  48. 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.
  49. Conroy, Kieran M. & Collings, David G., 2016. "The legitimacy of subsidiary issue selling: Balancing positive & negative attention from corporate headquarters," Journal of World Business, Elsevier, vol. 51(4), pages 612-627.
  50. Amankwah-Amoah, Joseph, 2014. "An integrative framework of attributions after a business failure," MPRA Paper 63384, University Library of Munich, Germany.
  51. Chander Velu, 2015. "Knowledge management capabilities of lead firms in innovation ecosystems," AMS Review, Springer;Academy of Marketing Science, vol. 5(3), pages 123-141, December.
  52. Syed Haider Ali Shah & Afshan Sultana & Ambreen Gul & Shakeel Sajjad & Shahab Aziz & Abdul Basit & Abdullah Qadir, 2020. "Transformational Leadership Influence on Innovation Directly and Indirectly through Affective Commitment in Hotel Industry of Malaysia," International Review of Management and Marketing, Econjournals, vol. 10(6), pages 22-28.
  53. Fasshauer, Ingrid, 2012. "Les interactions entre contrôle et stratégie : redéfinition du rôle des cadres intermédiaires et du levier interactif de contrôle," Economics Thesis from University Paris Dauphine, Paris Dauphine University, number 123456789/11150 edited by Berland, Nicolas.
  54. van den Oever, Koen, 2017. "Uncharted waters : A behavioral approach to when, why and which organizational changes are adopted," Other publications TiSEM 0136c8c2-ecdd-4f82-8ca7-d, Tilburg University, School of Economics and Management.
  55. Li, Peng-Yu, 2018. "Top management team characteristics and firm internationalization: The moderating role of the size of middle managers," International Business Review, Elsevier, vol. 27(1), pages 125-138.
  56. Anna Paolillo & Jorge Sinval & Sílvia A. Silva & Vittorio E. Scuderi, 2021. "The Relationship between Inclusion Climate and Voice Behaviors beyond Social Exchange Obligation: The Role of Psychological Needs Satisfaction," Sustainability, MDPI, vol. 13(18), pages 1-19, September.
  57. Marginson, David & Ogden, Stuart, 2005. "Coping with ambiguity through the budget: the positive effects of budgetary targets on managers' budgeting behaviours," Accounting, Organizations and Society, Elsevier, vol. 30(5), pages 435-456, July.
  58. Egert Valmra & Tomi Laamanen & Heikki Saukola, 2008. "Content Analysis of Strategic Issue Research 1980-2006," Working Papers 178, Tallinn School of Economics and Business Administration, Tallinn University of Technology.
  59. König, Andreas & Schulte, Martin & Enders, Albrecht, 2012. "Inertia in response to non-paradigmatic change: The case of meta-organizations," Research Policy, Elsevier, vol. 41(8), pages 1325-1343.
  60. Daniela Ruggeri & Antonio Leotta & Carmela Rizza, 2018. "The Bank Lending Process: Accounting Information Role in Constructing Realities or Illusions," International Journal of Business and Management, Canadian Center of Science and Education, vol. 13(2), pages 1-53, January.
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