Jane E. Dutton                                                   

Robert L. Kahn Distinguished University Professor Emerita of Business Administration and Psychology

Issue Selling and Issue Management


Grant, A.M., J. Dutton, and B. Rosso.  Giving Commitment: Employee Support Programs and the Prosocial Sensemaking ProcessAcademy of Management Journal, 51:5, 898-918, 2008.

Dutton, J., S. Ashford, K. Lawrence and K. Miner-Rubino.  Red Light, Green Light: Making Sense of the Organizational Context for Issue SellingOrganization Science, 13,4, 355-369, 2002

Dutton, J., S. Ashford, R. O’Neill and K. Lawrence.  Moves that Matter: Issue Selling and Organizational Change Academy of Management Journal, 4, 44, 716-737, 2001.  

Ashford S., N. Rothbard, S. Piderit and J. Dutton.  Out on a Limb: The Role of Context and Impression Management in Selling Gender-Equity IssuesAdministrative Science Quarterly, 43, 23-57, 1998.

Dutton, J., S. Ashford, L. Wierba, R. O’Neill and E. Hayes.  Reading the Wind: How Middle Managers Read the Context for Issue SellingStrategic Management Journal, 18, 5, 407-423, 1997. 

Denison, D., J. Dutton, J. Kahn and S. Hart.  Organizational Context and the Interpretation of Strategic Issues.  A Note on CEO’s Interpretations of Foreign Direct Investment.  Journal of Management  Studies, 33, 4, 453-474, 1996.

Dutton, J. and S. Ashford.  Selling Issues to Top Management Academy of Management Review, 18, 3, 397-428, 1993.

Dutton, J.  Interpretations on Automatic: A Different View of Strategic Issue DiagnosisJournal of Management Studies, 30, 3, 339-358, 1993.

Milliken. F., J. Dutton and J. Beyer.  Adapting to a Changing Work Force: Organization and Work-Family IssuesHuman Resource Planning, 13, 2, 91-107, 1990.

Dutton, J., E. Walton and E. Abrahamson.  The Important Dimensions of Strategic Issues:  Separating the Wheat from the ChaffJournal of Management Studies, 26, 4, 379-396, July, 1989.

Jackson, S. and J. Dutton.  Discerning Threats and OpportunitiesAdministrative Science Quarterly, 33, 370-387, September, 1988.

Dutton, J. and J. Webster.  Patterns of Interest Around Issues: The Role of Uncertainty and FeasibilityAcademy of Management Journal, 31, 3, 663-675, July, 1988. 

Dutton, J. and R. Duncan.  The Influence of Strategic Planning on Strategic ChangeStrategic Management Journal, 8, 2, 103-116, 1987. 

Dutton, J. and R. Duncan.  Strategic Issue Diagnosis and Creation of Momentum for ChangeStrategic Management Journal, 8, 3, 279-295, 1987.) (Recipient of Tenneco Award for Outstanding Paper in Management) 

Dutton, J. and E. Ottensmeyer.  Strategic Issue Management Systems: Forms, Functions and Contexts Academy of Management Review, 12, 2, 355-365, 1987. 

Dutton, J. and S. Jackson.  Categorizing Strategic Issues: Links to Organizational Action Academy of Management Review, 12, 1, 76-90, 1987. 

Dutton, J.  Understanding Strategic Agenda Building and its Implications for Managing Change.  Scandinavian Journal of Management Studies, 3, 1, 3-24, 1986.  Reprinted in L.R. Pondy, R.J. Boland and H. Thomas (Eds.)  Managing Ambiguity and Change, John Wiley & Sons, 1988, 127-144 and in D. Hickson (Ed)  Managerial Decision Making, Dartmouth Publishing Company, 1995.

Dutton, J.  The Processing of Crisis and Non-crisis Strategic Issues: A Situationalist Perspective. Journal of Management Studies, 23, 5, 501-517, 1986.

Dutton, J., L. Fahey and V. K. Narayanan.  Toward Understanding Strategic Issue Diagnosis. Strategic Management Journal, 4, 307-323, 1983.


Staw, B. M., L. Sandelands and J. Dutton.  Threat-rigidity Effects in Organizational Behavior: A Multi-level AnalysisAdministrative Science Quarterly, 26, 501-524, 1981.  Reprinted in Cameron, K., R. Sutton and D. Whetten (Eds.)  Organizational Decline, Cambridge: Ballinger, 1988 and in C.L. Cooper (Ed.), Classics in Management Thought, Chettendam, England: Edward Elgar Publishing, 1999.

Book Chapters & Research Annuals

Pratt, M. and J. Dutton.  Owning Up or Opting Out: The Conditions for Issue Ownership in Organizations.  In N. Ashkanasky, C. Hartel and W. Zerbe (Eds.)  Emotions and Organizational Life, Quorum Books, 2000, 103-129. 

Dutton, J.  Strategic Agenda Building in Organizations.  In Z. Shapira (Ed.)  Organization Decision Making, Cambridge University Press, 1997, 81-107.

Dutton, J. and W. J. Penner.  Organizational Identity and Strategic Agenda Building.  J. Hendry and G. Johnson with J. Newton (Eds.)  In Strategic Thinking: Leadership and the Management of Change, John Wiley & Sons, Ltd., 1993, 89-113. 

Dutton, J.  The Making of Organizational Opportunities: An Interpretive Pathway to Organizational Change.  In B. M. Staw and L. L. Cummings (Eds.)  Research in Organizational Behavior, Vol. 15, Greenwich, Conn: JAI Press, 1993, 195-226. 

Dutton, J., S. Stumpf and D. Wagner.  Diagnosing Strategic Issues and Managerial Investment of Resources.  In P. Shrivastava and R. Lamb (Eds.)  Advances in Strategic Management, Vol. 6, Greenwich, Conn: JAI Press, 1990, 143-167.

Dutton, J. and E. Ottensmeyer.  Interpreting Environments and Taking Actions: Profiles of Strategic Issues Management Systems.  In C. Snow (Ed.)  Strategy, Organization Design and Human Resource Management, Greenwich, Conn.: JAI Press, 1988.  (Recipient of Tenneco Award for Outstanding Paper in Management) 

Dutton, J.  Perspectives on Strategic Issue Processing: Insights from A Case Study.  In R. Lamb and P. Shrivastava (Eds.)  Advances in Strategic Management, Vol. 5, Greenwich, Conn.: JAI Press, 1988, 223-244.

Invited Revisions

Ashford, S., J. Dutton, and J. Edwards.  Exercising Voice: The Impact of Perceived Gender Proportions on Willingness to Raise Gender Equity Issues.

Electronic copies of articles are posted as a professional courtesy to individuals to facilitate sharing academic work for noncommercial purposes. The copyrights and all associated rights continue to reside with the copyright holders, as noted in each paper.




Areas of Expertise:



High-Quality Connections and Relationships at Work

Compassion and Organizations

Positive Organizational Scholarship

Issue Selling and Issue Management


Book Chapters & Research Annuals

Invited Revisions

Identity and Identification in Organizations

Job Crafting and the Meaning of Work

Related Connections:




Management and Organizations Department

Center for Positive Organizational Scholarship