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Journal of International Business Studies (2005) 36, 637–654 2005 Academy of International Business All rights reserved 0047-2506 $30.00 Toward a model of issue-selling by subsidiary managers in multinational organizations 1 2 Yan Ling , Steven W Floyd Abstract and David C Baldridge3 In multinational organizations, local market responsiveness is critical to the development of effective strategies. This responsiveness is expected to occur in 1School of Management, George Mason part as the result of upward influence from local subsidiary managers, who University, Fairfax, Virginia, USA; 2School of represent the local culture and shift relevant priorities accordingly. Issue-selling Business, University of Connecticut, Storrs, – defined as directing top management’s attention to particular issues and Connecticut, USA; 3Oregon State University, helping them understand such issues – is one important way in which Corvallis, Oregon, USA subsidiary managers pursue upward influence. The purpose of this paper is to help multinational organizations better facilitate and exploit potentially Correspondence: valuable input from local subsidiary managers. To do so, we propose an Assistant Professor Yan Ling, School of acculturated view of issue-selling. More specifically, we argue that subsidiary Management, George Mason University, Enterprise Hall, MSN 5F5, Fairfax, managers socialized by diffe