APS
30th APS Annual Convention · 2018
Selling What?: An Analysis of Issue Themes in Issue Selling Process
- Hae Kyung Yoon
Seoul National University - Myung Un Kim
Seoul National University - Hyun Jung Song
Seoul National University
Abstract
Using an inductive approach, this study examined issue themes in issue selling process. We found that human resources system is a context-free theme. However, within and across organizations, we found different patterns of issue theme distribution. By creating a thematic categorization of issues, this study contributes to issue selling literature.
Organizational/Workplace/Leadership
