The impact of family structure on issue selling by successor generation members in family firms

Yan Ling, David Baldridge, Justin B. Craig*

*Corresponding author for this work

Research output: Contribution to journalArticleResearchpeer-review

5 Citations (Scopus)


Input from members of the successor generation to the incumbent leader of the business is important to family firms that desire to grow into multi-generational entities. Although researchers have examined upward influence behavior in general, there is a dearth of studies discussing this phenomenon as it relates to family firms. In this paper, we seek to fill this gap by focusing on issue selling behavior-one of the fundamental ways the successor generation pursues upward influence. Issue selling is defined as a discretionary behavior used to direct top managers' attention toward important issues. Specifically, by integrating the extant issue selling literature with research on the impact of family structure on family decision-making, we help explain the strength of successor generation members' intentions to sell issues and their choice of selling strategies.

Original languageEnglish
Pages (from-to)220-227
Number of pages8
JournalJournal of Family Business Strategy
Issue number4
Publication statusPublished - Dec 2012
Externally publishedYes


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