Cross-functional influence in new product development: An exploratory study of marketing and R&D perspectives

Management Science

Volumn 46, Issue 10, 2000, Pages 1269-1284

  Atuahene Gima, Kwaku ^a   Evangelista, Felicitas ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

BENCHMARKING; MARKETING; PROCESS ENGINEERING; PRODUCT DEVELOPMENT; SALES;

NEW PRODUCT DEVELOPMENT (NPD);

RESEARCH AND DEVELOPMENT MANAGEMENT;

EID: 0034296167     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.46.10.1269.12273     Document Type: Article

References (32)

1. Adler, P. S. 1995. Interdepartmental interdependence and coordination: The case of the design/manufacturing interface. Organ. Sci. 6(2) 147-167.
2. Aiken, L. S., S. G. West. 1991. Multiple Regression: Testing and Interpreting Interactions. Sage Publications, Newbury Park, CA.
3. Brass, D. J., M. E. Burkhardt. 1993. Potential power and power use: An investigation of structure and behavior. Acad. Management J. 36(3) 441-470.
4. Cooper, R. G. 1988. Predevelopment activities determine new product success. Indust. Marketing Management 17(3) 237-247.
5. Dawes, P. L., D. Y. Lee, G. R. Dowling. 1998. Information control and influence in emergent buying centers. J. Marketing 62(July) 55-68.
6. Emerson, R. M. 1962. Power-dependence relations. Amer. Soc. Rev. 27 31-41.
7. Falbe, C. M., G. Yukl. 1992. Consequences for managers of using single influence tactics and combinations of tactics. Acad. Management J. 35(3) 638-652.
8. Frost, P. J., C. P. Egri. 1991. The political process of innovation. L. L. Cummings, B. M. Staw, eds. Research in Organizational Behavior, Vol. 13. 229-295.
9. Gresov, C., C. Stephens. 1993. The context of interunit influence attempts. Admin. Sci. Quart. 38 252-276.
10. Griffin, A., J. R. Hauser. 1992. Patterns of communication among marketing, engineering, and manufacturing - A comparison between two product teams. Management Sci. 38(3) 360-373.
11. _, _. 1996. Integrating R"D and marketing: A review and analysis of the literature. J. Product Innovation Management 13(May) 191-215.
12. Gupta, A. K., D. Wilemon. 1988. The credibility-cooperation connection at the R&D-marketing interface. J. Product Innovation Management 5(1) 20-33.
13. Kohli, A. 1989. Determinants of influence in organizational buying: A contingency approach. J. Marketing 53 50-65.
14. Li, H., K. Atuahene-Gima. 1996. R&D and marketing interaction in new product development: Review, assessment and future research. Proc. Product Development Management Assoc. (PDMA) Conf., Orlando, FL. 77-91.
15. Markham, S. K. 1998. A longitudinal examination of how champions influence others to support their projects. J. Product Innovation Management 15(November) 490-504.
16. Maute, M. F., W. B. Locander. 1994. Innovation as a sociopolitical process: An empirical analysis of influence behavior among new product managers. J. Bus. Res. 30 161-174.
17. McQuiston, D. H. 1989. Novelty, complexity, and importance as causal determinants of industrial buying behavior. J. Marketing 53(April) 66-79.
18. _, _, P. R. Dickson. 1991. The effect of perceived personal consequences on participation and influence in organizational buying. J. Bus. Res. 23 159-177.
19. Moenaert, R. K., W. E. Souder. 1990. An information transfer model for integrating marketing and R&D personnel in new product development projects. J. Product Innovation Management 7 91-107.
20. _, _. 1996. Context and antecedents of information utility at the R&D/marketing interface. Management Sci. 42(11) 1592-1610.
21. Mohr, J., J. R. Nevin. 1990. Communication strategies in marketing channels: A theoretical perspective. J. Marketing 54(October) 36-51.
22. Moorman, C. 1995. Organizational market information processes: Cultural antecedents and new product outcomes. J. Marketing Res. 32(August) 318-335.
23. Neter, J., W. Wasserman, M. H. Kutner. 1990. Applied Linear Regression Models, 3rd ed. Richard D Irwin, Homewood, IL.
24. Pfeffer, J. 1981. Power in Organizations. Pitman, Marshfield, MA.
25. _, _, G. R. Salancik. 1978. The External Control of Organizations: A Resource Dependence Perspective. Harper Row, New York.
26. Phillips, N. 1997. Bringing the organization back in: A comment on conceptualizations of power and upward influence research. J. Organ. Behavior 18 43-47.
27. Ruekert, R. W., O. C. Walker. 1987. Marketing's interaction with other functional units: A conceptual framework and empirical evidence. J. Marketing 51 1-19.
28. Song, X. M., M. E. Parry. 1992. The R&D-marketing interface in Japanese high-technology firms. J. Product Innovation Management 9(June) 91-112.
29. Souder, W. E. 1988. Managing relations between R&D and marketing in new product development projects. J. Product Innovation Management 5(1) 6-19.
30. Wagner III, J. A. 1994. Participation's effects on performance and satisfaction: A reconsideration of research evidence. Acad. Management Rev. 19(2) 312-330.
31. Workman, J. P., Jr. 1993. Marketing's limited role in new product development in one computer systems firm. J. Marketing Res. 30 405-421.
32. Yukl, G., H. Kim, C. M. Falbe. 1996. Antecedents of influence outcomes. J. Appl. Psych. 81(3) 309-317.