Individual Submission Summary

Direct link:

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


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.


©2019 All Academic, Inc.   |   Privacy Policy