@article{oai:iuk-repo.repo.nii.ac.jp:00001399,
 author = {オオノ, ヨウコ and 大野, 陽子 and Ohno, Yoko},
 issue = {3},
 journal = {鹿児島経済論集, The Kagoshima journal of economics},
 month = {Dec},
 note = {application/pdf, In this study, we review the literatures on attention and issue-selling to highlight some areas for future research. In MNC, the competition among subsidiaries exists for resource allocation by headquarters. For this purpose, subsidiaries use a set of initiative selling tactics to influence headquarters to be prioritized. This firm-level behavior is the result of distribution and allocation of managerial attention by headquarters. Since the distribution of resource arising from attention by decision makers in headquarters is crucial, Attention theory and attention-based research has received substantial and increasing scholarly attention. Specifically, issue- selling as the construct of proactive strategic behavior for headquarters' attention, has been focused for research. However, research mainly focuses on firm-level behavior, the research on individual behavior and the impact of individual managers' characteristics and capabilities of issue-selling is under researched as well as the context, environment and situations they are embedded. Further, there are rich opportunities for future studies to clarify the process between issue-selling by individual managers and issue-selling moves by subsidiaries., 論文(Article)},
 pages = {221--241},
 title = {多国籍企業のイシュー・セリング研究に関する一考察},
 volume = {63},
 year = {2022}
}