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Fostering Market Knowledge Use in Innovation:: The Role of Internal Brokers


  • Cillo, Paola


Is market knowledge useful in generating innovation and why are some companies able to use market knowledge to generate innovation more than others? This article presents in-depth data on four companies facing the challenge of continuous innovation in different industrial settings and shows how companies rely on the use of internal knowledge brokers to: (a) absorb market knowledge; (b) drive knowledge sharing, and (c) favor the process of innovation. The empirical analysis allows us to make a detailed taxonomy of brokers that might achieve different objectives for firms bent on innovation.

Suggested Citation

  • Cillo, Paola, 2005. "Fostering Market Knowledge Use in Innovation:: The Role of Internal Brokers," European Management Journal, Elsevier, vol. 23(4), pages 404-412, August.
  • Handle: RePEc:eee:eurman:v:23:y:2005:i:4:p:404-412

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    References listed on IDEAS

    1. Gentile, Chiara & Spiller, Nicola & Noci, Giuliano, 2007. "How to Sustain the Customer Experience:: An Overview of Experience Components that Co-create Value With the Customer," European Management Journal, Elsevier, vol. 25(5), pages 395-410, October.
    2. Fritsch, Michael & Lukas, Rolf, 2001. "Who cooperates on R&D?," Research Policy, Elsevier, vol. 30(2), pages 297-312, February.
    3. Tether, Bruce S., 2002. "Who co-operates for innovation, and why: An empirical analysis," Research Policy, Elsevier, vol. 31(6), pages 947-967, August.
    4. Belderbos, Rene & Carree, Martin & Lokshin, Boris, 2004. "Cooperative R&D and firm performance," Research Policy, Elsevier, vol. 33(10), pages 1477-1492, December.
    5. Abbie Griffin & John R. Hauser, 1992. "Patterns of Communication Among Marketing, Engineering and Manufacturing---A Comparison Between Two New Product Teams," Management Science, INFORMS, vol. 38(3), pages 360-373, March.
    6. Abernathy, William J. & Clark, Kim B., 1985. "Innovation: Mapping the winds of creative destruction," Research Policy, Elsevier, vol. 14(1), pages 3-22, February.
    7. David J. Teece, 1980. "The Diffusion of an Administrative Innovation," Management Science, INFORMS, vol. 26(5), pages 464-470, May.
    8. Shantanu Dutta & Om Narasimhan & Surendra Rajiv, 1999. "Success in High-Technology Markets: Is Marketing Capability Critical?," Marketing Science, INFORMS, pages 547-568.
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    Cited by:

    1. repec:wsi:ijimxx:v:21:y:2017:i:04:n:s1363919617500372 is not listed on IDEAS
    2. Ankita Tandon & Unnikrishnan K. Nair, 2015. "Enactment of knowledge brokering: Agents, roles, processes and the impact of immersion," Working papers 183, Indian Institute of Management Kozhikode.
    3. Alberto Di Minin & Mario Benassi, 2008. "Playing In Between: Patents’ Brokers In Markets For Technology," Working Papers 200802, Scuola Superiore Sant'Anna of Pisa, Istituto di Management.
    4. Mario BENASSI & Alberto DI MININ, 2007. "Playing in between: Ip brokers in markets for technology," Departmental Working Papers 2007-15, Department of Economics, Management and Quantitative Methods at Università degli Studi di Milano.


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