Take Action

Home | Faculty & Research Overview | Research

Research Details

The impact of family structure on issue selling by successor generation members in family firms, Journal of Family Business Strategy


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.




Y. Ling, D. Baldridge, Justin B. Craig

Date Published



Ling, Y., D. Baldridge, and Justin B. Craig. 2012. The impact of family structure on issue selling by successor generation members in family firms. Journal of Family Business Strategy. 3(4): 220-227.


Explore leading research and ideas

Find articles, podcast episodes, and videos that spark ideas in lifelong learners, and inspire those looking to advance in their careers.
learn more


Review Courses & Schedules

Access information about specific courses and their schedules by viewing the interactive course scheduler tool.


Discover the path to your goals

Whether you choose our Full-Time, Part-Time or Executive MBA program, you’ll enjoy the same unparalleled education, exceptional faculty and distinctive culture.
learn more

Take Action