In this paper, we focus on issue selling, a powerful yet relatively less well known form of middle management strategic influence. The research is based on an embedded case study of a bank in the middle east, in which 5 sub-cases have been analysed over a period of 10 years. The findings make a number of contributions. First, they propose an iterative episode-based view of issue selling that stresses that issue selling is not a short process. Second, they articulate moves of middle managers with asset accumulation over time, shedding light on the dynamic perspective of the process. Third, they give managers new tips to improve their issue selling chance.
