IDEAS home Printed from https://ideas.repec.org/a/eee/fambus/v3y2012i4p220-227.html
   My bibliography  Save this article

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

Author

Listed:
  • Ling, Yan
  • Baldridge, David
  • Craig, Justin B.

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—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.

Suggested Citation

  • Ling, Yan & Baldridge, David & Craig, Justin B., 2012. "The impact of family structure on issue selling by successor generation members in family firms," Journal of Family Business Strategy, Elsevier, vol. 3(4), pages 220-227.
    • Handle: RePEc:eee:fambus:v:3:y:2012:i:4:p:220-227
    DOI: 10.1016/j.jfbs.2012.10.002
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1877858512000587
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jfbs.2012.10.002?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Michael Lubatkin & William S. Schulze & N Dino Richard, 2003. "Exploring the agency consequences of ownership dispersion among the directors of private family firms," Post-Print hal-02311676, HAL.
    2. Jane E. Dutton & Susan J. Ashford & Regina M. O’ Neill & Erika Hayes & Elizabeth E. Wierba, 1997. "Reading the wind: how middle managers assess the context for selling issues to top managers," Strategic Management Journal, Wiley Blackwell, vol. 18(5), pages 407-423, May.
    3. Michael D. Ensley & Allison W. Pearson, 2005. "An Exploratory Comparison of the Behavioral Dynamics of Top Management Teams in Family and Nonfamily New Ventures: Cohesion, Conflict, Potency, and Consensus," Entrepreneurship Theory and Practice, , vol. 29(3), pages 267-284, May.
    4. Michael Lubatkin & William S. Schulze & Richard N. Dino, 2003. "Exploring the agency consequences of ownership dispersion among the directors of private family firms," Post-Print hal-02276698, HAL.
    5. Astrachan, Joseph H., 2010. "Strategy in family business: Toward a multidimensional research agenda," Journal of Family Business Strategy, Elsevier, vol. 1(1), pages 6-14, March.
    6. Bill Wooldridge & Steven W. Floyd, 1990. "The strategy process, middle management involvement, and organizational performance," Strategic Management Journal, Wiley Blackwell, vol. 11(3), pages 231-241, March.
    7. Davis, Harry L, 1976. "Decision Making within the Household," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 2(4), pages 241-260, March.
    8. Flurry, Laura A., 2007. "Children's influence in family decision-making: Examining the impact of the changing American family," Journal of Business Research, Elsevier, vol. 60(4), pages 322-330, April.
    9. Rodolphe Durand & Michael H. Lubatkin & Yan Ling, 2007. "The Missing Lens in Family Firm Governance Theory: A Self-Other Typology of Parental Altruism," Post-Print hal-00699185, HAL.
    10. Colette Dumas, 1992. "Integrating the Daughter into Family Business Management," Entrepreneurship Theory and Practice, , vol. 16(4), pages 41-56, July.
    11. Rafael La Porta & Florencio Lopez‐De‐Silanes & Andrei Shleifer, 1999. "Corporate Ownership Around the World," Journal of Finance, American Finance Association, vol. 54(2), pages 471-517, April.
    12. Michael Lubatkin & Yan Ling & William S. Schulze, 2007. "An organizational justice-based view of self-control and agency costs in family firms," Post-Print hal-02311795, HAL.
    13. Jess H. Chua & James J. Chrisman & Pramodita Sharma, 1999. "Defining the Family Business by Behavior," Entrepreneurship Theory and Practice, , vol. 23(4), pages 19-39, July.
    14. Simon, Herbert A, 1979. "Rational Decision Making in Business Organizations," American Economic Review, American Economic Association, vol. 69(4), pages 493-513, September.
    15. Yan Ling & Steven W Floyd & David C Baldridge, 2005. "Toward a model of issue-selling by subsidiary managers in multinational organizations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 36(6), pages 637-654, November.
    16. Michael H. Lubatkin & Yan Ling & William S. Schulze, 2007. "An Organizational Justice‐Based View of Self‐Control and Agency Costs in Family Firms," Journal of Management Studies, Wiley Blackwell, vol. 44(6), pages 955-971, September.
    17. Yakov Amihud & Baruch Lev, 1981. "Risk Reduction as a Managerial Motive for Conglomerate Mergers," Bell Journal of Economics, The RAND Corporation, vol. 12(2), pages 605-617, Autumn.
    18. Marshall, James P. & Sorenson, Ritch & Brigham, Keith & Wieling, Elizabeth & Reifman, Alan & Wampler, Richard S., 2006. "The paradox for the family firm CEO: Owner age relationship to succession-related processes and plans," Journal of Business Venturing, Elsevier, vol. 21(3), pages 348-368, May.
    19. Fama, Eugene F & Jensen, Michael C, 1983. "Separation of Ownership and Control," Journal of Law and Economics, University of Chicago Press, vol. 26(2), pages 301-325, June.
    20. Lubatkin, Michael H. & Durand, Rodolphe & Ling, Yan, 2007. "The missing lens in family firm governance theory: A self-other typology of parental altruism," Journal of Business Research, Elsevier, vol. 60(10), pages 1022-1029, October.
    21. Corfman, Kim P & Lehmann, Donald R, 1987. "Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(1), pages 1-13, June.
    22. William S. Schulze & Michael H. Lubatkin & Richard N. Dino & Ann K. Buchholtz, 2001. "Agency Relationships in Family Firms: Theory and Evidence," Organization Science, INFORMS, vol. 12(2), pages 99-116, April.
    23. Yakov Amihud & Baruch Lev, 1999. "Does corporate ownership structure affect its strategy towards diversification?," Strategic Management Journal, Wiley Blackwell, vol. 20(11), pages 1063-1069, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sinan Caykoylu, 2021. "Retired Yet Involved: How Even After the Succession Predecessors of Family Businesses Continue to Influence Their Firms," International Journal of Business and Management, Canadian Center of Science and Education, vol. 14(2), pages 1-19, July.
    2. Elisa Alt & Justin B. Craig, 2016. "Selling Issues with Solutions: Igniting Social Intrapreneurship in for-Profit Organizations," Journal of Management Studies, Wiley Blackwell, vol. 53(5), pages 794-820, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kowalik, Elena, 2023. "Ethical Problems in Family Firms," Junior Management Science (JUMS), Junior Management Science e. V., vol. 8(2), pages 431-452.
    2. Tim Barnett & Rebecca G. Long & Laura E. Marler, 2012. "Vision and Exchange in Intra–Family Succession: Effects on Procedural Justice Climate among Nonfamily Managers," Entrepreneurship Theory and Practice, , vol. 36(6), pages 1207-1225, November.
    3. Geoffrey Martin & Luis R. Gómez–Mejía & Pascual Berrone & Marianna Makri, 2017. "Conflict between Controlling Family Owners and Minority Shareholders: Much Ado about Nothing?," Entrepreneurship Theory and Practice, , vol. 41(6), pages 999-1027, November.
    4. Ducassy, Isabelle & Prevot, Frédéric, 2010. "The effects of family dynamics on diversification strategy: Empirical evidence from French companies," Journal of Family Business Strategy, Elsevier, vol. 1(4), pages 224-235, December.
    5. Webb, Justin W. & Ketchen Jr., David J. & Ireland, R. Duane, 2010. "Strategic entrepreneurship within family-controlled firms: Opportunities and challenges," Journal of Family Business Strategy, Elsevier, vol. 1(2), pages 67-77, June.
    6. Lubatkin, Michael H. & Durand, Rodolphe & Ling, Yan, 2007. "The missing lens in family firm governance theory: A self-other typology of parental altruism," Journal of Business Research, Elsevier, vol. 60(10), pages 1022-1029, October.
    7. Weng, Tzu-Ching & Chi, Hsin-Yi, 2019. "Family succession and business diversification: Evidence from China," Pacific-Basin Finance Journal, Elsevier, vol. 53(C), pages 56-81.
    8. Luis R. Gomez‐Mejia & Marianna Makri & Martin Larraza Kintana, 2010. "Diversification Decisions in Family‐Controlled Firms," Journal of Management Studies, Wiley Blackwell, vol. 47(2), pages 223-252, March.
    9. Simon C. Parker, 2016. "Family Firms and the “Willing Successor†Problem," Entrepreneurship Theory and Practice, , vol. 40(6), pages 1241-1259, November.
    10. Collin, Sven-Olof Yrjö & Ahlberg, Jenny, 2012. "Blood in the boardroom: Family relationships influencing the functions of the board," Journal of Family Business Strategy, Elsevier, vol. 3(4), pages 207-219.
    11. De Massis, Alfredo & Kotlar, Josip & Campopiano, Giovanna & Cassia, Lucio, 2013. "Dispersion of family ownership and the performance of small-to-medium size private family firms," Journal of Family Business Strategy, Elsevier, vol. 4(3), pages 166-175.
    12. Sami Basly, 2006. "Propriété, décision et stratégie de l'entreprise familiale : Une analyse théorique," Post-Print halshs-00192818, HAL.
    13. Astrachan, Joseph H., 2010. "Strategy in family business: Toward a multidimensional research agenda," Journal of Family Business Strategy, Elsevier, vol. 1(1), pages 6-14, March.
    14. Chrisman, James J. & Chua, Jess H. & Kellermanns, Franz W. & Chang, Erick P.C., 2007. "Are family managers agents or stewards? An exploratory study in privately held family firms," Journal of Business Research, Elsevier, vol. 60(10), pages 1030-1038, October.
    15. Isabelle Le Breton-Miller & Danny Miller & Richard H. Lester, 2011. "Stewardship or Agency? A Social Embeddedness Reconciliation of Conduct and Performance in Public Family Businesses," Organization Science, INFORMS, vol. 22(3), pages 704-721, June.
    16. Dawson, Alexandra, 2011. "Private equity investment decisions in family firms: The role of human resources and agency costs," Journal of Business Venturing, Elsevier, vol. 26(2), pages 189-199, March.
    17. Breton-Miller, Isabelle Le & Miller, Danny, 2016. "Family firms and practices of sustainability: A contingency view," Journal of Family Business Strategy, Elsevier, vol. 7(1), pages 26-33.
    18. Pramodita Sharma & James J. Chrisman & Jess H. Chua & Lloyd P. Steier, 2020. "Family Firm Behavior From a Psychological Perspective," Entrepreneurship Theory and Practice, , vol. 44(1), pages 3-19, January.
    19. Salvatore Sciascia & Pietro Mazzola & Joseph Astrachan & Torsten Pieper, 2012. "The role of family ownership in international entrepreneurship: exploring nonlinear effects," Small Business Economics, Springer, vol. 38(1), pages 15-31, January.
    20. Erbetta, Fabrizio & Menozzi, Anna & Corbetta, Guido & Fraquelli, Giovanni, 2013. "Assessing family firm performance using frontier analysis techniques: Evidence from Italian manufacturing industries," Journal of Family Business Strategy, Elsevier, vol. 4(2), pages 106-117.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:fambus:v:3:y:2012:i:4:p:220-227. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/719791/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.