IDEAS home Printed from
   My bibliography  Save this article

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

    Download full text from publisher

    File URL:
    Download Restriction: no

    References listed on IDEAS

    1. Maute, Manfred F. & Locander, William B., 1994. "Innovation as a socio-political process: An empirical analysis of influence behavior among new product managers," Journal of Business Research, Elsevier, vol. 30(2), pages 161-174, June.
    2. McQuiston, Daniel H. & Dickson, Peter R., 1991. "The effect of perceived personal consequences on participation and influence in organizational buying," Journal of Business Research, Elsevier, vol. 23(2), pages 159-177, September.
    3. 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.
    4. Rudy K. Moenaert & William E. Souder, 1996. "Context and Antecedents of Information Utility at the R&D/Marketing Interface," Management Science, INFORMS, vol. 42(11), pages 1592-1610, November.
    Full references (including those not matched with items on IDEAS)


    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    Cited by:

    1. Stephen Roper & James Love & Priit Vahter, 2012. "The value of design strategies for new product development: Some econometric evidence," The Centre for Small and Medium Sized Enterprises Research Paper Series 114, Centre for Small and Medium Sized Enterprises, Warwick Business School, University of Warwick.
    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.
    3. repec:eee:proeco:v:192:y:2017:i:c:p:106-119 is not listed on IDEAS
    4. Thomas Bolli & Martin Woerter, 2013. "Technological Diversification and Innovation Performance," KOF Working papers 13-336, KOF Swiss Economic Institute, ETH Zurich.
    5. Arfan Shahzad & Abdullah Kaid Al-Swidi & Abd Ghani B Golamdin, 2013. "A Tract Reflection on Challenges in Research & Development for New Product Development in the Industrial Sector of Pakistan," Business and Economic Research, Macrothink Institute, vol. 3(1), pages 406-415, June.
    6. repec:eee:ijrema:v:32:y:2015:i:2:p:179-186 is not listed on IDEAS
    7. repec:eee:ijrema:v:34:y:2017:i:1:p:212-230 is not listed on IDEAS
    8. Yamashita, Yuko & Uehara, Wataru & Fukutomi, Gen & Sasaki, Masato & Fukuchi, Hiroyuki, 2012. "Dynamism Inside The Mo Box: The Credibility Of Market Information As A Key Factor In Market Orientation," Hitotsubashi Journal of commerce and management, Hitotsubashi University, vol. 46(1), pages 65-79, January.
    9. 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.
    10. Yu-Shan Su & Eric Tsang & Mike Peng, 2009. "How do internal capabilities and external partnerships affect innovativeness?," Asia Pacific Journal of Management, Springer, vol. 26(2), pages 309-331, June.
    11. repec:eee:aumajo:v:18:y:2010:i:2:p:49-56 is not listed on IDEAS
    12. repec:enr:rpaper:0020 is not listed on IDEAS
    13. Omar Merlo & Seigyoung Auh, 2009. "The effects of entrepreneurial orientation, market orientation, and marketing subunit influence on firm performance," Marketing Letters, Springer, vol. 20(3), pages 295-311, September.
    14. Merlo, Omar & Lukas, Bryan A. & Whitwell, Gregory J., 2012. "Marketing's reputation and influence in the firm," Journal of Business Research, Elsevier, vol. 65(3), pages 446-452.
    15. Chen, Kaihua & Guan, Jiancheng, 2011. "Mapping the functionality of China's regional innovation systems: A structural approach," China Economic Review, Elsevier, vol. 22(1), pages 11-27, March.
    16. Po-Chien Li & Yen-Chun Chen, 2012. "How does social orientation influence R&D-marketing collaboration?," Asia Pacific Journal of Management, Springer, vol. 29(1), pages 151-168, March.
    17. 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.


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:inm:ormnsc:v:46:y:2000:i:10:p:1269-1284. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Mirko Janc). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.