In this study, we examined 82 accounts of “issue selling” to better understand managers'
implicit theories for successfully shaping change from below by directing the attention of top …

The time and attention of top management in an organization are critical, but limited,
resources. This article develops insights on issue selling as a process that is central to …

Issue selling is an important mechanism for creating change initiatives in organizations. This
paper presents two studies that examine what middle managers think about as they decide …

This paper considers how issue sellers advance new issues within an organization over
time, and how they gain competence at doing so. Using ethnographic, archival, and …

Organizational change initiatives are often undertaken to update major business structural
components or practices to meet the evolving needs of a changing industry. Unfortunately …

Data from a Fortune 500 retailer suggest that managers tell strategically ambiguous,
interwoven narratives about how an organization changes and how it remains the same …

The purpose of this research was to develop a model of how managers construe
organizational events as a change unfolds. The model, built from in-depth interviews with 40 …

The author develops a process model of the unintended consequences in planned
organizational change that draws on the structuration, organizational change, and …

This theory-building article advances prior research related to change drivers and the
organizational change process. First, we identify the most frequently identified steps in the …

For organizational leaders, implementing change in a workplace means influencing
employees to do something new or behave differently. For employees, implementing a …