Reference paper:
Dutton, J. E., & Ashford, S. J. (1993). Selling issues to top management. Academy of management review, 397–428.Conclusion:
(A 50-word quick summary from my understanding)
Article develops insights on issue selling as critical activity in organizational decision-making and clarifies value of issue selling at individual and organizational levels, from both symbolic and instrumental perspectives. An issue selling framework and propositions, drawing on 3 theoretical perspectives - upward influence, claiming behavior and impression management, are presented.