Issue-selling: Proactive efforts toward organizational change

Author

ONG, Madeline, Singapore Management UniversityFollow
Susan J. ASHFORD

Publication Type

Book Chapter

Publication Date

1-2016

Abstract

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 quality (Meindl & Ehrlich, 1987) and middle-level managers and lower-level employees are portrayed as passive followers of the strategies dictated from the top.

Discipline

Organizational Behavior and Theory | Organization Development | Work, Economy and Organizations

Research Areas

Organisational Behaviour and Human Resources

Publication

Proactivity at work: Making things happen in organizations

Editor

Sharon Parker, Uta K Bindl

ISBN

9781848725638

Publisher

UK: Routledge

City or Country

London

Citation

ONG, Madeline and ASHFORD, Susan J.. Issue-selling: Proactive efforts toward organizational change. (2016). Proactivity at work: Making things happen in organizations.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5138