1. Product Innovation Through Political and Non-political Influence Tactics
- Author
-
Atuahene-Gima, Kwaku, Blankson, Charles, Elliot, Esi A., and Clay, Emily
- Subjects
Product development -- Surveys ,Decision-making -- Surveys ,Time to market ,Business ,Human resources and labor relations - Abstract
There is little research that analyzes how managers use political and nonpolitical influence tactics to affect the product innovation strategic decision-making process (PISD). A well-appreciated power influence tactics in product innovation team is bound to contribute greatly to the success of new products. This study aims to contribute to the literature and surveys 122 carefully screened marketing and R&D executives on power antecedents of non-political (recommendation, information exchange, and assertiveness) and political (upward appeal and coalition formation) influence tactics in PISD. The study also tests the explanatory power of the underlying systemic power theory of Astley and Zajac (1991) and the related theory of Boehe (2007). The study finds that power is best reflected not only in its acquisition in terms of resources (expertise and information control) but also on its loss (power imbalance), its neutrality or balance (functional integration), and its gain or loss through the formalization of roles and responsibilities. This research suggests that theories of managerial influence tactics in PISD account for more varied, heterogeneous, and even conflicting realities. Keywords: product innovation, political and non-political influence tactics, decision-making process, marketing strategy, Marketing and strategy scholars who are interested in product innovation have long recognized that influence tactics are a collective managerial endeavor involving open, straightforward, rational discussions (non-political tactics) as well [...]
- Published
- 2023