| dc.contributor.author | Mayer, Julie | * |
| dc.date.accessioned | 2017-07-06T13:42:05Z | |
| dc.date.available | 2017-07-06T13:42:05Z | |
| dc.date.issued | 2016 | |
| dc.identifier.uri | https://basepub.dauphine.fr/handle/123456789/16593 | |
| dc.language.iso | en | en |
| dc.subject | Vente | |
| dc.subject | Selling | |
| dc.subject | Issue-selling | |
| dc.subject | Managers | |
| dc.subject | Management | |
| dc.subject.ddc | 658.8 | en |
| dc.subject.classificationjel | D.D1.D10 | en |
| dc.subject.classificationjel | M.M1.M11 | en |
| dc.subject.classificationjel | M.M3.M31 | en |
| dc.title | From “issue-selling” to “issue-buying”: what generates strategists’ attention to risks | |
| dc.type | Communication / Conférence | |
| dc.description.abstracten | The concept of “issue-selling” captures how internal and external actors influence top or middle managers’ attention toward specific issues. According to the literature, issue-selling succeeds when top or middle managers perceive the salience of the issue. In this paper, we argue that their attention also depends on how they perceive the issue-selling practices addressed to them. While issue-selling studies have mainly focused on why and how issue-selling is performed, this article focuses on how issue-selling is perceived. We studied how top and middle managers perceived issue-selling actions performed by their risk manager through 38 interviews in 11 companies. We show that issue-selling can lead to issue-buying through three kinds of triggers. Results also challenge the common assumption that issue-selling moves generate attention, by showing how issue-selling’s side effects lead to inattention to risks. | |
| dc.subject.ddclabel | Marketing | en |
| dc.relation.conftitle | SMS 36th annual conference | |
| dc.relation.confcity | Berlin | |
| dc.relation.confcountry | GERMANY | |
| dc.relation.forthcoming | non | en |
| dc.description.ssrncandidate | non | |
| dc.description.halcandidate | oui | |
| dc.description.readership | recherche | |
| dc.description.audience | International | |
| dc.date.updated | 2018-10-29T11:48:11Z | |
| hal.person.labIds | 1032 | * |
| hal.identifier | hal-01620193 | * |
