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Internal Issue Selling: An individual perspective on the issue selling process within the subsidiary
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
2015 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

The traditional issue selling process refers to strategic actions taken at a subsidiary in order to gain attention from the HQ. This study aims to broaden the theories on issue selling to also cover internal issue selling, which refers to the individual level of issue selling within a subsidiary. Further is attention and initiative taking worth investigating when studying issue selling, whereas these underlying constructs of issue selling are highlighted in the paper. For this specific study we have performed a case study with L’Oréal Sweden to investigate how the individuals are selling issues within the subsidiary. This micro-level focus of the issue selling process have the potential to contribute to an understanding of the process and the underlying constructs of issue selling on a macro perspective. The findings of this study indicate a tendency that issue selling exists on a subsidiary level. Thereby it could be argued that ideas and initiatives raised by the individuals within a subsidiary have the potential to generate in strategic and organizational improvements on a macro perspective for the MNC. 

Place, publisher, year, edition, pages
2015. , 56 p.
Keyword [en]
Internal issue selling, issue selling process, subsidiary perspective, attention, initiative taking
National Category
Business Administration
Identifiers
URN: urn:nbn:se:uu:diva-255965OAI: oai:DiVA.org:uu-255965DiVA: diva2:824214
Subject / course
Business Studies
Educational program
Master Programme in Business and Management
Supervisors
Available from: 2015-06-24 Created: 2015-06-21 Last updated: 2015-06-24Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
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Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
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  • Other locale
More languages
Output format
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