{"id":"https://openalex.org/W2170650464","doi":"https://doi.org/10.1287/orsc.1070.0266","title":"Developing Issue-Selling Effectiveness over Time: Issue Selling as Resourcing","display_name":"Developing Issue-Selling Effectiveness over Time: Issue Selling as Resourcing","publication_year":2007,"publication_date":"2007-08-01","ids":{"openalex":"https://openalex.org/W2170650464","doi":"https://doi.org/10.1287/orsc.1070.0266","mag":"2170650464"},"language":"en","primary_location":{"id":"doi:10.1287/orsc.1070.0266","doi":"https://doi.org/10.1287/orsc.1070.0266","is_oa":false,"landing_page_url":"https://doi.org/10.1287/orsc.1070.0266","pdf_url":null,"source":{"id":"https://openalex.org/S206124708","display_name":"Organization Science","issn_l":"1047-7039","issn":["1047-7039","1526-5455"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Organization Science","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5021381257","display_name":"Jennifer A. Howard-Grenville","orcid":"https://orcid.org/0000-0002-3737-0465","observed_orcids":["https://orcid.org/0000-0002-3737-0465"]},"institutions":[{"id":"https://openalex.org/I181233156","display_name":"University of Oregon","ror":"https://ror.org/0293rh119","country_code":"US","type":"education","lineage":["https://openalex.org/I181233156"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Jennifer A. Howard-Grenville","raw_affiliation_strings":["Management Department, Lunquist College of Business, University of Oregon, Eugene, Oregon 97403"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Management Department, Lunquist College of Business, University of Oregon, Eugene, Oregon 97403","institution_ids":["https://openalex.org/I181233156"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5021381257"],"corresponding_institution_ids":["https://openalex.org/I181233156"],"apc_list":null,"apc_paid":null,"fwci":4.5508,"has_fulltext":false,"cited_by_count":193,"citation_normalized_percentile":{"value":0.94415848,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":98,"max":100},"biblio":{"volume":"18","issue":"4","first_page":"560","last_page":"577"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10003","display_name":"Innovation and Knowledge Management","score":0.00019999999494757503,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11024","display_name":"Information Systems Theories and Implementation","score":0.00019999999494757503,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/issue-selling","display_name":"issue selling","score":0.9950000047683716},{"id":"https://openalex.org/keywords/resourcing","display_name":"resourcing","score":0.8479999899864197},{"id":"https://openalex.org/keywords/organizational-change","display_name":"organizational change","score":0.6399999856948853},{"id":"https://openalex.org/keywords/environmental-management","display_name":"environmental management","score":0.41499999165534973},{"id":"https://openalex.org/keywords/high-tech-manufacturing","display_name":"high-tech manufacturing","score":0.6949999928474426},{"id":"https://openalex.org/keywords/organizational-learning","display_name":"organizational learning","score":0.46000000834465027},{"id":"https://openalex.org/keywords/resource-based-view","display_name":"resource-based view","score":0.5019999742507935},{"id":"https://openalex.org/keywords/organizational-boundaries","display_name":"organizational boundaries","score":0.9789999723434448},{"id":"https://openalex.org/keywords/competence-development","display_name":"competence development","score":0.37400001287460327}],"concepts":[{"id":"https://openalex.org/C100521375","wikidata":"https://www.wikidata.org/wiki/Q2015382","display_name":"Competence (human resources)","level":2,"score":0.5535651445388794},{"id":"https://openalex.org/C179454799","wikidata":"https://www.wikidata.org/wiki/Q132151","display_name":"Ethnography","level":2,"score":0.42797189950942993},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.4214171767234802},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4166065752506256},{"id":"https://openalex.org/C26517878","wikidata":"https://www.wikidata.org/wiki/Q228039","display_name":"Key (lock)","level":2,"score":0.41318368911743164},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.3848516345024109},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.38237565755844116},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.36559802293777466},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.328561007976532},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.29690226912498474},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.21603545546531677},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.18720191717147827},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.11556580662727356},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.0},{"id":"https://openalex.org/C19165224","wikidata":"https://www.wikidata.org/wiki/Q23404","display_name":"Anthropology","level":1,"score":0.0},{"id":"https://openalex.org/C38652104","wikidata":"https://www.wikidata.org/wiki/Q3510521","display_name":"Computer security","level":1,"score":0.0},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1287/orsc.1070.0266","doi":"https://doi.org/10.1287/orsc.1070.0266","is_oa":false,"landing_page_url":"https://doi.org/10.1287/orsc.1070.0266","pdf_url":null,"source":{"id":"https://openalex.org/S206124708","display_name":"Organization Science","issn_l":"1047-7039","issn":["1047-7039","1526-5455"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Organization Science","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":70,"referenced_works":["https://openalex.org/W31045409","https://openalex.org/W1515810707","https://openalex.org/W1556808170","https://openalex.org/W1965349186","https://openalex.org/W1966138051","https://openalex.org/W1971860473","https://openalex.org/W1973893364","https://openalex.org/W1977908398","https://openalex.org/W1981391042","https://openalex.org/W1984218255","https://openalex.org/W1991284135","https://openalex.org/W1996293917","https://openalex.org/W2003655563","https://openalex.org/W2003777737","https://openalex.org/W2005801327","https://openalex.org/W2006108110","https://openalex.org/W2031112152","https://openalex.org/W2032572697","https://openalex.org/W2037754528","https://openalex.org/W2038082355","https://openalex.org/W2041272775","https://openalex.org/W2043169145","https://openalex.org/W2047895656","https://openalex.org/W2051353887","https://openalex.org/W2060285014","https://openalex.org/W2063327327","https://openalex.org/W2068155429","https://openalex.org/W2071862113","https://openalex.org/W2077372917","https://openalex.org/W2077408078","https://openalex.org/W2085736988","https://openalex.org/W2087418073","https://openalex.org/W2091877193","https://openalex.org/W2093656843","https://openalex.org/W2096045362","https://openalex.org/W2098825792","https://openalex.org/W2099890856","https://openalex.org/W2107836044","https://openalex.org/W2108388346","https://openalex.org/W2113250023","https://openalex.org/W2115148186","https://openalex.org/W2117472853","https://openalex.org/W2117775033","https://openalex.org/W2119008473","https://openalex.org/W2122407370","https://openalex.org/W2132924891","https://openalex.org/W2134161891","https://openalex.org/W2134310663","https://openalex.org/W2139041794","https://openalex.org/W2140623837","https://openalex.org/W2146691185","https://openalex.org/W2150808789","https://openalex.org/W2154856781","https://openalex.org/W2156613121","https://openalex.org/W2169394630","https://openalex.org/W2171108203","https://openalex.org/W2206186177","https://openalex.org/W2329395632","https://openalex.org/W2490422669","https://openalex.org/W2494976840","https://openalex.org/W2797400701","https://openalex.org/W3122441192","https://openalex.org/W3123035919","https://openalex.org/W3123922194","https://openalex.org/W3126349953","https://openalex.org/W4239677513","https://openalex.org/W4285591509","https://openalex.org/W4285719527","https://openalex.org/W4300615633","https://openalex.org/W4301056702"],"related_works":["https://openalex.org/W2363015952","https://openalex.org/W2108388346","https://openalex.org/W2966382628","https://openalex.org/W2935681687","https://openalex.org/W7101215687","https://openalex.org/W2606679242","https://openalex.org/W2623204586","https://openalex.org/W4220918165","https://openalex.org/W2902264001","https://openalex.org/W3120944639"],"abstract_inverted_index":{"This":[0],"paper":[1],"considers":[2],"how":[3,15,151,165],"issue":[4,107,118,126,160,166],"sellers":[5,167],"advance":[6],"new":[7,51],"issues":[8,87],"within":[9,172],"an":[10],"organization":[11],"over":[12,64],"time,":[13,65],"and":[14,25,66,88,131,146,157,162],"they":[16],"gain":[17],"competence":[18],"at":[19],"doing":[20],"so.":[21],"Using":[22],"ethnographic,":[23],"archival,":[24],"interview":[26],"data":[27],"spanning":[28],"a":[29,40,104,113],"six-year":[30],"period,":[31],"it":[32],"describes":[33],"the":[34,48,59,69,83,86,134],"moves":[35,62,92,120],"made":[36],"by":[37,82,125],"members":[38],"of":[39,50,61,80,91,106],"high-tech":[41],"manufacturer":[42],"to":[43,102,149,159,163,169],"introduce":[44],"environmental":[45],"considerations":[46],"into":[47],"design":[49],"manufacturing":[52],"processes.":[53],"A":[54],"significant":[55],"shift":[56,70],"occurred":[57],"in":[58,73],"pattern":[60],"used":[63,93,101],"explanations":[67],"for":[68,156],"are":[71,100],"found":[72],"two":[74],"accompanying":[75],"dynamics:":[76],"The":[77,98],"gradual":[78],"accumulation":[79],"assets":[81],"group":[84],"advancing":[85],"their":[89,129],"adjustment":[90],"based":[94],"on":[95,133,141,144],"earlier":[96],"experiences.":[97],"findings":[99],"develop":[103],"model":[105],"selling":[108,137],"as":[109,138],"resourcing;":[110],"that":[111],"is,":[112],"practical":[114],"accomplishment":[115],"through":[116],"which":[117],"sellers\u2019":[119],"enact":[121],"key":[122],"schemas":[123],"held":[124],"recipients,":[127],"triggering":[128],"attention":[130],"action":[132],"issue.":[135],"Issue":[136],"resourcing":[139],"builds":[140],"recent":[142],"work":[143],"resources":[145],"organizational":[147,152],"boundaries":[148],"address":[150],"contexts":[153],"shape":[154],"opportunities":[155],"barriers":[158],"selling,":[161],"identify":[164],"learn":[168],"operate":[170],"effectively":[171],"them.":[173]},"counts_by_year":[{"year":2026,"cited_by_count":12},{"year":2025,"cited_by_count":11},{"year":2024,"cited_by_count":17},{"year":2023,"cited_by_count":9},{"year":2022,"cited_by_count":13},{"year":2021,"cited_by_count":13},{"year":2020,"cited_by_count":11},{"year":2019,"cited_by_count":10},{"year":2018,"cited_by_count":14},{"year":2017,"cited_by_count":14},{"year":2016,"cited_by_count":14},{"year":2015,"cited_by_count":13},{"year":2014,"cited_by_count":6},{"year":2013,"cited_by_count":9},{"year":2012,"cited_by_count":8}],"updated_date":"2026-10-23T09:35:12.469056","created_date":"2016-06-24T00:00:00"}