@article {1968656, title = {The impact of family structure on issue selling by successor generation members in family firms}, journal = {Journal of Family Business Strategy}, volume = {3}, year = {2012}, month = {2012}, pages = {220{\textendash}227}, abstract = {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{\textemdash}one of
the fundamental ways the successor generation pursues upward influence. Issue selling is defined as a
discretionary behavior used to direct top managers{\textquoteright} 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{\textquoteright} intentions to sell issues
and their choice of selling strategies.}, keywords = {Management, Strategy \& Entrepreneurship}, url = {www.elsevier.com/locate/jfbs}, author = {Ling,Yan and Baldridge,David and Craig,Justin} } @article {1976191, title = {Toward An Understanding Of Issue Selling By Successor Generation Members In Family Firms}, year = {2010}, month = {2010}, address = {Cancun, Mexico}, keywords = {Management, Strategy \& Entrepreneurship}, author = {Ling,Yan and Baldridge,David and Craig,Justin} } @article {1976201, title = {Toward a Model of Issue Selling in Family Firms}, year = {2008}, month = {2008}, address = {Alberta, CAN}, keywords = {Management, Strategy \& Entrepreneurship}, author = {Ling,Yan and Baldridge,David and Craig,Justin} }