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題名 Observed Issue Selling:The Effects of Role Models, Willingness to Issue Sell, and Inclusion in Decision Making
作者 吳安妮
Wu, Anne
Randel, Amy E.
Jaussi, Kimberly S.
貢獻者 會計系
關鍵詞 issue selling ; role modeling ;  inclusion in decision making ;  social contextual factors
日期 2019-02
上傳時間 28-Apr-2020 13:48:13 (UTC+8)
摘要 This study examines issue selling (an early component of the change process in which higher-level managers are influenced to pay attention to issues). Building on the conservation of resources model, social contextual factors (role models for issue selling and inclusion in decision making) are proposed to explain when and how issue selling occurs during the early stages of change. This research breaks new ground by examining issue selling behavior (as observed by supervisors) in conjunction with willingness to issue sell. Results based on a sample of 191 employee–supervisor dyads suggest that role models positively contributed to willingness to issue sell, which was positively related to issue selling when individuals perceived that they were involved in decision making. To increase the likelihood that employees will engage in issue selling to facilitate change, managers should provide exposure to issue selling role models and should increase employees’ perceived inclusion in decision making.
關聯 The Journal of Applied Behavioral Science, Vol.55, No.3, pp.352-368
資料類型 article
DOI https://doi.org/10.1177/0021886319838629
dc.contributor 會計系
dc.creator (作者) 吳安妮
dc.creator (作者) Wu, Anne
dc.creator (作者) Randel, Amy E.
dc.creator (作者) Jaussi, Kimberly S.
dc.date (日期) 2019-02
dc.date.accessioned 28-Apr-2020 13:48:13 (UTC+8)-
dc.date.available 28-Apr-2020 13:48:13 (UTC+8)-
dc.date.issued (上傳時間) 28-Apr-2020 13:48:13 (UTC+8)-
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/129530-
dc.description.abstract (摘要) This study examines issue selling (an early component of the change process in which higher-level managers are influenced to pay attention to issues). Building on the conservation of resources model, social contextual factors (role models for issue selling and inclusion in decision making) are proposed to explain when and how issue selling occurs during the early stages of change. This research breaks new ground by examining issue selling behavior (as observed by supervisors) in conjunction with willingness to issue sell. Results based on a sample of 191 employee–supervisor dyads suggest that role models positively contributed to willingness to issue sell, which was positively related to issue selling when individuals perceived that they were involved in decision making. To increase the likelihood that employees will engage in issue selling to facilitate change, managers should provide exposure to issue selling role models and should increase employees’ perceived inclusion in decision making.
dc.format.extent 121 bytes-
dc.format.mimetype text/html-
dc.relation (關聯) The Journal of Applied Behavioral Science, Vol.55, No.3, pp.352-368
dc.subject (關鍵詞) issue selling ; role modeling ;  inclusion in decision making ;  social contextual factors
dc.title (題名) Observed Issue Selling:The Effects of Role Models, Willingness to Issue Sell, and Inclusion in Decision Making
dc.type (資料類型) article
dc.identifier.doi (DOI) 10.1177/0021886319838629
dc.doi.uri (DOI) https://doi.org/10.1177/0021886319838629