Issue-selling: Proactive efforts toward organizational change

• Main Authors: ONG, Madeline, ASHFORD, Susan J.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2016
• Subjects: Organizational Behavior and Theory; Organization Development; Work, Economy and Organizations
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5138
• Institution: Singapore Management University

Strategies within organizations are often depicted as missions and plans formulated at the very top and disseminated down the organization in a cascade of communication (e.g., Ansoff, 1965; Chandler, 1962). In such depictions, top-level leaders often are imbued with a heroic, larger-than-life qualit...