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1、JournalofInternationalBusinessStudies(2005)36,637–654&2005AcademyofInternationalBusinessAllrightsreserved0047-2506$30.00www.jibs.netTowardamodelofissue-sellingbysubsidiarymanagersinmultinationalorganizations12YanLing,StevenWFloydAbstractandDavidCBaldridge3Inmultinationalorganiz
2、ations,localmarketresponsivenessiscriticaltothedevelopmentofeffectivestrategies.Thisresponsivenessisexpectedtooccurin1partastheresultofupwardinfluencefromlocalsubsidiarymanagers,whoSchoolofManagement,GeorgeMasonUniversity,Fairfax,Virginia,USA;2Schoolofrepresentthelocalculturean
3、dshiftrelevantprioritiesaccordingly.Issue-sellingBusiness,UniversityofConnecticut,Storrs,–definedasdirectingtopmanagement’sattentiontoparticularissuesand3Connecticut,USA;OregonStateUniversity,helpingthemunderstandsuchissues–isoneimportantwayinwhichCorvallis,Oregon,USAsubsidiary
4、managerspursueupwardinfluence.ThepurposeofthispaperistohelpmultinationalorganizationsbetterfacilitateandexploitpotentiallyCorrespondence:valuableinputfromlocalsubsidiarymanagers.Todoso,weproposeanAssistantProfessorYanLing,Schoolofacculturatedviewofissue-selling.Morespecifically
5、,wearguethatsubsidiaryManagement,GeorgeMasonUniversity,managerssocializedbydifferentnationalculturesvary:(1)intheextenttoEnterpriseHall,MSN5F5,Fairfax,VA22030-4444,USA.whichtheirintentiontosellissuesisinfluencedbyvariouscontextualcues;andTel:þ17039931821;(2)intheirchoiceofselli
6、ngstrategies.ThesetheoreticaldifferencessuggestFax:þ17039931870;thatlocalsubsidiarymanagersfromdifferentcultureswilldifferinthewaytheyE-mail:yling@gmu.eduapproachissue-sellingand,inturn,inthewaytheyinfluencethestrategy-makingprocess.Thediscussiontracestheimplicationsofthislineo
7、freasoningforfutureresearchontheinfluenceoflocalsubsidiarymanagersand,moregenerally,forresearchontheculturalembeddednessofthestrategyprocess.JournalofInternationalBusinessStudies(2005)36,637–654.doi:10.1057/palgrave.jibs.8400166Keywords:issue-selling;culturalsyndrome;multinatio
8、nalorganizationIntroductionLocalmarketinfluenceisimpor
