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Cross-Functional Influence in New Product Development: An Exploratory Study of Marketing and R...D Perspectives


  • Kwaku Atuahene-Gima

    (Department of Management, City University of Hong Kong, 83 Tat Chee Avenue, Kowloon, Hong Kong)

  • Felicitas Evangelista

    (Department of Marketing, University of Western Sydney, Sydney, Australia)


Previous research in new product development (NPD) has focused on the participation of marketing and R...D personnel, but little attention has been paid to their influence. This study examined the effects of marketing's and R...D's influence and participation on new product performance and the differential effects of personal, new product, and organizational factors on their influence in the NPD process as seen from each other's perspective. The results suggest that marketing's and R...D's self-reported influence and their influence as reported by the other have a differential impact on new product performance. Unlike R...D's participation as perceived by marketing, marketing's participation as perceived by R...D affects new product performance only when its influence is high. The results also suggest that marketing's and R...D's influence in the NPD process is differentially affected by personal, new product, and organizational factors.

Suggested Citation

  • Kwaku Atuahene-Gima & Felicitas Evangelista, 2000. "Cross-Functional Influence in New Product Development: An Exploratory Study of Marketing and R...D Perspectives," Management Science, INFORMS, vol. 46(10), pages 1269-1284, October.
  • Handle: RePEc:inm:ormnsc:v:46:y:2000:i:10:p:1269-1284
    DOI: 10.1287/mnsc.46.10.1269.12273

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    References listed on IDEAS

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    2. Knockaert, M. & Ucbasaran, D. & Wright, M. & Clarysse, B., 2009. "How does tacit knowledge transfer influence innovation speed? The case of science based entrepreneurial firms," Vlerick Leuven Gent Management School Working Paper Series 2009-07, Vlerick Leuven Gent Management School.
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    5. Scott A. Shane & Karl T. Ulrich, 2004. "50th Anniversary Article: Technological Innovation, Product Development, and Entrepreneurship in Management Science," Management Science, INFORMS, vol. 50(2), pages 133-144, February.
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    15. Stephen Roper & James H. Love, 2018. "Knowledge context, learning and innovation: an integrating framework," Industry and Innovation, Taylor & Francis Journals, vol. 25(4), pages 339-364, April.
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    23. Rohrbeck, Rene, 2007. "Veille stratégique en entreprise multinationale - Une étude de cas auprès de la Deutsche Telekom AG," MPRA Paper 5701, University Library of Munich, Germany.

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