unfreezeGabriel Lopez

Lauche & Erez (2022), Academy of Management Journal

The Relational Dynamics of Issue-Selling: Enacting Different Genres for Dealing with Discontent

Middle managers' discontent could energize, not only inhibit, upward issue selling for strategic renewal, especially when sellers and recipients took each other's perspective; the exchanges took three forms: productive confrontation, avoiding escalation and collective moaning.

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