Persuading groups to buy ideas

Abstract

Most executives find it necessary to make a number of persuasive presentations during their business careers. Planners must convince management committees to adopt new approaches or procedures; subordinates must convince their superiors that the organization should set out on a new course of action; home office managers must convince a group of field managers to pay more attention to service levels or a new product — the list of examples is endless. Such presentations are regular occurrences in all organizations.

Citation

Yorks, L. (1977), "Persuading groups to buy ideas", Planning Review, Vol. 5 No. 2, pp. 19-22. https://doi.org/10.1108/eb053794