The effects of relational knowledge emphasis on new product development strategy

Xinchun Wang, Ruiqi Wei, Yuerong Liu, Hui Xia and Yanhui Zhao
Additional contact information
Ruiqi Wei: EM - EMLyon Business School

Post-Print from HAL

Abstract: "Business-to-Business (B2B) firms often rely on relational knowledge to manage customer relationships. Previous studies have provided substantial insights into how such knowledge affects relationship performance. However, they overlook an important situation where a firm simultaneously possesses different types of relational knowledge, yet knowledge is also dispersedly distributed across areas of expertise within the organization. To bridge this gap, we propose the notion of relational knowledge emphasis, which captures the extent to which a firm's relational knowledge is disproportionately allocated to certain areas of expertise and investigate how such knowledge emphasis affects its NPD strategy. We suggest that different types of relational knowledge emphasis (i.e., interactional, functional, and market) influence how a firm orchestrates its resources, thus affecting its NPD strategy. Moreover, we find that such impacts are contingent on a firm's internal and external environmental needs, including ownership structure and technology turbulence. Using data from 178 B2B firms, we find robust evidence supporting our hypotheses."

Keywords: Knowledge heterogeneity; Knowledge emphasis; Resource orchestration; New product development; Exploration; Exploitation (search for similar items in EconPapers)
Date: 2023-02-17
References: Add references at CitEc
Citations:

Published in Industrial Marketing Management, 2023, 109, 257-270 p

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04325663

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().