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Contingent effects of managerial guanxi on new product development success

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  • Cui, Nan
  • Wen, Na
  • Xu, Lan
  • Qin, Yao

Abstract

A survey of new product development (NPD) managers finds both a linear, positive relationship between managerial guanxi and new product speed to market and an inverted U-shaped relationship between managerial guanxi and new product innovativeness. In addition, both transaction-specific investments (TSIs) and relationship commitment have a positive moderating impact on the relationship between managerial guanxi and new product speed to market. However, TSIs increase the damaging effect of managerial guanxi on new product innovativeness, whereas relationship commitment reduces such an effect. The results from this study can help business practitioners use guanxi to improve NPD performance under different contexts of inter-firm relationships.

Suggested Citation

  • Cui, Nan & Wen, Na & Xu, Lan & Qin, Yao, 2013. "Contingent effects of managerial guanxi on new product development success," Journal of Business Research, Elsevier, vol. 66(12), pages 2522-2528.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:12:p:2522-2528
    DOI: 10.1016/j.jbusres.2013.05.044
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    Cited by:

    1. Wu, Liang & Liu, Heng & Zhang, Jianqi, 2017. "Bricolage effects on new-product development speed and creativity: The moderating role of technological turbulence," Journal of Business Research, Elsevier, vol. 70(C), pages 127-135.
    2. Wu, Liang & Liu, Heng & Su, Kun, 2020. "Exploring the dual effect of effectuation on new product development speed and quality," Journal of Business Research, Elsevier, vol. 106(C), pages 82-93.
    3. Chu, Zhaofang & Feng, Bo & Lai, Fujun, 2018. "Logistics service innovation by third party logistics providers in China: Aligning guanxi and organizational structure," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 118(C), pages 291-307.
    4. Wu, Lei-Yu & Chen, Po-Yuan & Chen, Kuan-Yang, 2015. "Why does loyalty–cooperation behavior vary over buyer–seller relationship?," Journal of Business Research, Elsevier, vol. 68(11), pages 2322-2329.
    5. Benedikt Müller-Stewens & Klaus Möller, 2017. "Performance in new product development: a comprehensive framework, current trends, and research directions," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 28(2), pages 157-201, May.
    6. Yingmiao Qian & Mengjun Wang & Yang Zou & Ruoyu Jin & Ruijia Yuan & Qinge Wang, 2019. "Understanding the Double-Level Influence of Guanxi on Construction Innovation in China: The Mediating Role of Interpersonal Knowledge Sharing and the Cross-Level Moderating Role of Inter-Organizationa," Sustainability, MDPI, vol. 11(6), pages 1-19, March.
    7. Yang, Zhilin & Su, Chenting, 2013. "Understanding Asian business strategy: Modeling institution-based legitimacy-embedded efficiency," Journal of Business Research, Elsevier, vol. 66(12), pages 2369-2374.
    8. Sora Lee & Jaewon Yoo, 2021. "Determinants of a Firm’s Sustainable Competitive Advantages: Focused on Korean Small Enterprises," Sustainability, MDPI, vol. 13(1), pages 1-16, January.
    9. Zhang, Man & Hartley, Janet L., 2018. "Guanxi, IT systems, and innovation capability: The moderating role of proactiveness," Journal of Business Research, Elsevier, vol. 90(C), pages 75-86.

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