IDEAS home Printed from https://ideas.repec.org/a/inm/ormnsc/v46y2000i10p1269-1284.html
   My bibliography  Save this article

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

Author

Listed:
  • 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)

Abstract

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
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/mnsc.46.10.1269.12273
    Download Restriction: no
    File URL: https://libkey.io/10.1287/mnsc.46.10.1269.12273?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. 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.
    2. 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.
    3. 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.
    4. 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.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Akhilesh Bajaj & Sunder Kekre & Kannan Srinivasan, 2004. "Managing NPD: Cost and Schedule Performance in Design and Manufacturing," Management Science, INFORMS, vol. 50(4), pages 527-536, April.
    2. Maltz, Elliot & Souder, William E. & Kumar, Ajith, 2001. "Influencing R&D/marketing integration and the use of market information by R&D managers: intended and unintended effects of managerial actions," Journal of Business Research, Elsevier, vol. 52(1), pages 69-82, April.
    3. Proserpio, Luigi & Magni, Massimo, 2012. "Teaching without the teacher? Building a learning environment through computer simulations," International Journal of Information Management, Elsevier, vol. 32(2), pages 99-105.
    4. Park, Hyun-Soo & Auh, Seigyoung & Maher, Amro A. & Singhapakdi, Anusorn, 2012. "Marketing's accountability and internal legitimacy: Implications for firm performance," Journal of Business Research, Elsevier, vol. 65(11), pages 1576-1582.
    5. Wilhelm, Wilbert E. & Xu, Kaihong, 2002. "Prescribing product upgrades, prices and production levels over time in a stochastic environment," European Journal of Operational Research, Elsevier, vol. 138(3), pages 601-621, May.
    6. Goebel, Daniel J. & Marshall, Greg W. & Locander, William B., 2006. "Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm," Journal of Business Research, Elsevier, vol. 59(7), pages 829-837, July.
    7. J. Miguel Villas-Boas, 2020. "Repeated Interaction in Teams: Tenure and Performance," Management Science, INFORMS, vol. 66(3), pages 1496-1507, March.
    8. Niklas Bondesson, 2012. "Brand Image Antecedents of Loyalty and Price Premium in Business Markets," Business and Management Research, Business and Management Research, Sciedu Press, vol. 1(1), pages 32-47, March.
    9. Homburg, Christian & Klarmann, Martin & Schmitt, Jens, 2010. "Brand awareness in business markets: When is it related to firm performance?," International Journal of Research in Marketing, Elsevier, vol. 27(3), pages 201-212.
    10. Zhani, Najlae & Mouri, Nacef & Ahmed, Tariq, 2022. "The role of mobile value and trust as drivers of purchase intentions in m-servicescape," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    11. Bel, Roland & Smirnov, Vladimir & Wait, Andrew, 2011. "A Swarm of Innovators: Information, Leadership and Innovation," Working Papers 2011-11, University of Sydney, School of Economics.
    12. Alex Burnap & John R. Hauser & Artem Timoshenko, 2023. "Product Aesthetic Design: A Machine Learning Augmentation," Marketing Science, INFORMS, vol. 42(6), pages 1029-1056, November.
    13. Chan, Lai-Kow & Wu, Ming-Lu, 2002. "Quality function deployment: A literature review," European Journal of Operational Research, Elsevier, vol. 143(3), pages 463-497, December.
    14. Alok R. Saboo & Rajdeep Grewal, 2013. "Stock Market Reactions to Customer and Competitor Orientations: The Case of Initial Public Offerings," Marketing Science, INFORMS, vol. 32(1), pages 70-88, October.
    15. Hausman, Angela & Stock, James R., 2003. "Adoption and implementation of technological innovations within long-term relationships," Journal of Business Research, Elsevier, vol. 56(8), pages 681-686, August.
    16. Gerald C. Kane & Sam Ransbotham, 2016. "Content as Community Regulator: The Recursive Relationship Between Consumption and Contribution in Open Collaboration Communities," Organization Science, INFORMS, vol. 27(5), pages 1258-1274, October.
    17. Jinhong Xie & X. Michael Song & Anne Stringfellow, 1998. "Interfunctional Conflict, Conflict Resolution Styles, and New Product Success: A Four-Culture Comparison," Management Science, INFORMS, vol. 44(12-Part-2), pages 192-206, December.
    18. Boons, Mark & Stam, Daan, 2019. "Crowdsourcing for innovation: How related and unrelated perspectives interact to increase creative performance," Research Policy, Elsevier, vol. 48(7), pages 1758-1770.
    19. Hamilton, Rebecca W. & Puntoni, Stefano & Tavassoli, Nader T., 2010. "Categorization by groups and individuals," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 70-81, May.
    20. Oliver Baumann, 2015. "Distributed Problem Solving in Modular Systems: the Benefit of Temporary Coordination Neglect," Systems Research and Behavioral Science, Wiley Blackwell, vol. 32(1), pages 124-136, January.

    More about this item

    Keywords

    ;
    ;
    ;

    Statistics

    Access and download statistics

    Corrections

    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.

    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 bibliographic 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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

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

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.