{"id":3807,"date":"2021-05-10T06:15:53","date_gmt":"2021-05-10T06:15:53","guid":{"rendered":"http:\/\/3.35.173.53\/?p=3807"},"modified":"2021-05-10T06:15:53","modified_gmt":"2021-05-10T06:15:53","slug":"dutton-j-e-ashford-s-j-oneill-r-m-lawrence-k-a-2001-moves-that-matter-issue-selling-and-organizational-change-academy-of-management-journal-444-716-736","status":"publish","type":"post","link":"https:\/\/happyfinder.co.kr\/?p=3807","title":{"rendered":"Dutton, J. E., Ashford, S. J., O&#038; #39;Neill, R. M., &#038; Lawrence, K. A. (2001). Moves that matter: Issue selling and organizational change. Academy of Management journal, 44(4), 716-736."},"content":{"rendered":"<p xmlns:mml=\"http:\/\/www.w3.org\/1998\/Math\/MathML\" xmlns:xsi=\"http:\/\/www.w3.org\/2001\/XMLSchema-instance\">In this study, we examined 82 accounts of \u201cissue selling\u201d to better understand managers&#8217; implicit theories for successfully shaping change from below by directing the attention of top management. The study reveals the importance of various issue-selling moves, including packaging, involvement, and timing. Managerial accounts uncover three kinds of contextual knowledge that are critical to the execution of issue-selling moves. The study shows managers actively shaping the issue-selling microprocesses that contribute to organizational change.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p><!--StartFragment--><\/p>\n<p class=\"0\" style=\"background: rgb(255, 255, 255); mso-pagination: none; mso-padding-alt: 0pt 0pt 0pt 0pt;\"><span lang=\"EN-US\" style=\"background: rgb(255, 255, 255); letter-spacing: -0.3pt; font-family: Times New Roman; mso-fareast-font-family: \ub098\ub214\ubc14\ub978\uace0\ub515; mso-ascii-font-family: Times New Roman; mso-font-width: 97%; mso-text-raise: 0pt;\">Dutton, J. E., Ashford, S. J., O&#8217;Neill, R. M., &amp; Lawrence, K. A. (2001). Moves that matter: Issue selling and organizational change. <\/span><span lang=\"EN-US\" style=\"background: rgb(255, 255, 255); letter-spacing: -0.3pt; font-family: Times New Roman; font-style: italic; mso-fareast-font-family: \ub098\ub214\ubc14\ub978\uace0\ub515; mso-ascii-font-family: Times New Roman; mso-font-width: 97%; mso-text-raise: 0pt;\">Academy of Management journal, 44<\/span><span lang=\"EN-US\" style=\"background: rgb(255, 255, 255); letter-spacing: -0.3pt; font-family: Times New Roman; mso-fareast-font-family: \ub098\ub214\ubc14\ub978\uace0\ub515; mso-ascii-font-family: Times New Roman; mso-font-width: 97%; mso-text-raise: 0pt;\">(4), 716-736.<\/span><\/p>\n<p class=\"0\" style=\"background: rgb(255, 255, 255); mso-pagination: none; mso-padding-alt: 0pt 0pt 0pt 0pt;\"><span lang=\"EN-US\" style=\"background: rgb(255, 255, 255); letter-spacing: -0.3pt; font-family: Times New Roman; mso-fareast-font-family: \ub098\ub214\ubc14\ub978\uace0\ub515; mso-ascii-font-family: Times New Roman; mso-font-width: 97%; mso-text-raise: 0pt;\"><a href=\"https:\/\/doi.org\/10.5465\/3069412\">https:\/\/doi.org\/10.5465\/3069412<\/a><\/span><\/p>\n<p class=\"0\" style=\"background: rgb(255, 255, 255); line-height: 160%; mso-pagination: none; mso-padding-alt: 0pt 0pt 0pt 0pt;\">  <!--[if !supportEmptyParas]-->&nbsp;<!--[endif]-->  <o:p><\/o:p><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In this study, we examined 82 accounts of \u201cissue selling\u201d to better understand managers&#8217; implicit theories for successfully shaping change from below by directing the attention of top management. The study reveals the importance of various issue-selling moves, including packaging, involvement, and timing. Managerial accounts uncover three kinds of contextual knowledge that are critical to [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jnews-multi-image_gallery":[],"jnews_single_post":[],"jnews_primary_category":[],"jnews_social_meta":[],"jnews_override_counter":[],"footnotes":""},"categories":[28,15],"tags":[1151,348],"_links":{"self":[{"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/posts\/3807"}],"collection":[{"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=3807"}],"version-history":[{"count":1,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/posts\/3807\/revisions"}],"predecessor-version":[{"id":3808,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=\/wp\/v2\/posts\/3807\/revisions\/3808"}],"wp:attachment":[{"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=3807"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=3807"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/happyfinder.co.kr\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=3807"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}