Contingent effects of managerial guanxi on new product development success

Nan Cui, Na Wen, Lan Xu and Yao Qin

Journal of Business Research, 2013, vol. 66, issue 12, 2522-2528

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.

Keywords: Guanxi; Transaction-specific investments; Relationship commitment; New product innovativeness; New product speed to market (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (9)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:66:y:2013:i:12:p:2522-2528

DOI: 10.1016/j.jbusres.2013.05.044

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