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Psychosocial antecedents of communication, trust, and relationship effectiveness in new product development projects : a functional manager perspective

Kyriazis, Elias, Couchman, Paul and Johnson, Lester W. 2012, Psychosocial antecedents of communication, trust, and relationship effectiveness in new product development projects : a functional manager perspective, R and D management, vol. 42, no. 3, pp. 207-224, doi: 10.1111/j.1467-9310.2012.00679.x.

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Title Psychosocial antecedents of communication, trust, and relationship effectiveness in new product development projects : a functional manager perspective
Author(s) Kyriazis, Elias
Couchman, Paul
Johnson, Lester W.
Journal name R and D management
Volume number 42
Issue number 3
Start page 207
End page 224
Total pages 18
Publisher Wiley - Blackwell
Place of publication Oxford, England
Publication date 2012-06
ISSN 1467-9310
0033-6807
Keyword(s) communication
new product development
marketing
Summary The basic differences between marketing managers and their technically trained counterpart managers [e.g., research and development (R&D), engineering, and manufacturing managers] in terms of work experience, training, and differing decision-making styles have often been suggested as a source of conflict, which acts as a barrier to effective working relationships and integration during new product development (NPD) work. In this paper, we empirically explore this issue by developing and testing a model of psychosocial differences (thought worlds and psychological distance) between the two groups of managers and their effect on communication, trust, and relationship effectiveness during NPD projects. We find that while thought world differences do still matter, it was from a marketing perspective that they had a stronger effect. These findings have implications for top management trying to manage the functional manager interface during NPD projects. We propose a semi-formalized approach to relationship building that may speed up the acquisition of social data that is often necessary to elevate working relationships to trusting ones and improve the efficiency of NPD work. Our model is tested using data from two samples, 184 technically trained managers and 145 marketing managers from Australian companies involved in NPD work.
Language eng
DOI 10.1111/j.1467-9310.2012.00679.x
Field of Research 150307 Innovation and Technology Management
Socio Economic Objective 910406 Technological and Organisational Innovation
HERDC Research category C1 Refereed article in a scholarly journal
Copyright notice ©2012,The Authors R&D Management 2012 Blackwell Publishing Ltd
Persistent URL http://hdl.handle.net/10536/DRO/DU:30049167

Document type: Journal Article
Collections: Faculty of Business and Law
School of Management and Marketing
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Created: Fri, 26 Oct 2012, 13:52:42 EST by Aysun Alpyurek

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