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Facilitator vs. Obstructor in Supplier Integration (SI) for New Product Development (NPD)

Mon, November 20, 1:00 to 2:30pm, Washington Hilton, Floor: Terrace Level, Columbia 9

Abstract

SI success for NPD depends on whether a traditional gatekeeper of supplier—salesperson—serves as a facilitator or obstructor in SI. Drawing from sociotechnical system theory, we explore how a salesperson’s barricading behaviors moderate the effects of the timing of engineer involvement in a buyer’s NPD process on supplier performance.

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