eprintid: 49798 rev_number: 4 eprint_status: archive userid: 23303 importid: 106 dir: disk0/00/04/97/98 datestamp: 2024-10-28 14:16:14 lastmod: 2024-10-28 14:16:14 status_changed: 2024-10-28 14:16:14 type: article metadata_visibility: show creators_name: Vacquier, Romain creators_name: Garreau, Lionel creators_name: Dameron, Stéphanie creators_idrefppn: 260581518 creators_idrefppn: 145213579 creators_idrefppn: 123009979 creators_affiliation: Toulouse School of Management creators_affiliation: Université Paris Dauphine-PSL creators_affiliation: Université Paris Dauphine-PSL creators_halaffid: 520525 title: The Construction of A Strategic Issue: Issue Selling as A Narrative Process ispublished: pub subjects: subjects_GESTION abstract: For the past 30 years, the issue-selling movement has uncovered the vast repertoire of actions by which ‘sellers’ persuade a decision-maker that an issue is strategic. While these works have a rational and teleological conception of this phenomenon, implying that the strategic scope of the issue is given ex ante, other research in strategy shows that such scope is a social and discursive construction based on interactions between various actors. This article proposes a model of issue selling as an emergent narrative process. Based on a qualitative survey of 42 middle managers, using semistructured interviews, we show this process starts with a phase of incremental elaboration, in which the seller informally shares narrative fragments with a network of actors, followed by a phase of interpretation, in which the seller formally presents his or her narrative to a decision-maker, coherently articulating previously collected narrative fragments. We also show that the passage between these two phases is allowed by what we call the ‘strategic construction’ of the narrative. These results help to show that issue selling is a less solitary and rational process than previous work suggests. date: 2024 date_type: published publisher: Association Internationale de Management Stratégique id_number: 10.37725/mgmt.2024.5778 faculty: gestion divisions: CRM keywords: Issue seeling, Narratives, Strategic processes, Middle management language: en has_fulltext: FALSE doi: 10.37725/mgmt.2024.5778 view_date_year: 2024 full_text_status: none publication: M@n@gement volume: vol.27 number: n°1 place_of_pub: Paris refereed: TRUE issn: 1286-4692 oai_identifier: oai:tsm.fr:2892 harvester_local_overwrite: number harvester_local_overwrite: volume harvester_local_overwrite: pending harvester_local_overwrite: creators_idrefppn harvester_local_overwrite: creators_halaffid harvester_local_overwrite: publisher harvester_local_overwrite: place_of_pub oai_lastmod: 2024-10-25T10:13:59Z oai_set: tsm site: ut1 citation: Vacquier, Romain , Garreau, Lionel and Dameron, Stéphanie (2024) The Construction of A Strategic Issue: Issue Selling as A Narrative Process. M@n@gement, vol.27 (n°1).