Good cop-bad cop : Trust, control, and the lure of integration
(2014) In Journal of Product Innovation Management 31(3). p.584-598- Abstract
Based on a longitudinal case study of four interorganizational product development collaborations, this paper identifies a lure to cross-functional integration that has hereto been neglected. In particular, findings suggest that when the buyer firm separates the Research and Development (R&D) Department from the Procurement Department, the two departments play a good cop-bad cop strategy toward the supplier. Thereby, they are able to foster a high level of goodwill trust between R&D personnel of the collaborating firms, while procurement personnel maintain a high level of formal control. Using an intricate sample design with polar cases, the study shows that cross-functional integration of the two departments hampers... (More)
Based on a longitudinal case study of four interorganizational product development collaborations, this paper identifies a lure to cross-functional integration that has hereto been neglected. In particular, findings suggest that when the buyer firm separates the Research and Development (R&D) Department from the Procurement Department, the two departments play a good cop-bad cop strategy toward the supplier. Thereby, they are able to foster a high level of goodwill trust between R&D personnel of the collaborating firms, while procurement personnel maintain a high level of formal control. Using an intricate sample design with polar cases, the study shows that cross-functional integration of the two departments hampers interorganizational goodwill trust at the benefit of formal control. The findings offer a way forward for managers seeking to reap the benefits of collaboration, while limiting their exposure to the associated risks.
(Less)
- author
- Brattström, Anna LU and Richtnér, Anders
- publishing date
- 2014
- type
- Contribution to journal
- publication status
- published
- subject
- in
- Journal of Product Innovation Management
- volume
- 31
- issue
- 3
- pages
- 15 pages
- publisher
- Wiley-Blackwell
- external identifiers
-
- scopus:84897997017
- ISSN
- 0737-6782
- DOI
- 10.1111/jpim.12115
- language
- English
- LU publication?
- no
- id
- 293ba85b-8ff6-4089-be86-be46cc48f060
- date added to LUP
- 2016-04-19 11:00:41
- date last changed
- 2022-04-24 06:51:43
@article{293ba85b-8ff6-4089-be86-be46cc48f060,
abstract = {{<p>Based on a longitudinal case study of four interorganizational product development collaborations, this paper identifies a lure to cross-functional integration that has hereto been neglected. In particular, findings suggest that when the buyer firm separates the Research and Development (R&D) Department from the Procurement Department, the two departments play a good cop-bad cop strategy toward the supplier. Thereby, they are able to foster a high level of goodwill trust between R&D personnel of the collaborating firms, while procurement personnel maintain a high level of formal control. Using an intricate sample design with polar cases, the study shows that cross-functional integration of the two departments hampers interorganizational goodwill trust at the benefit of formal control. The findings offer a way forward for managers seeking to reap the benefits of collaboration, while limiting their exposure to the associated risks.</p>}},
author = {{Brattström, Anna and Richtnér, Anders}},
issn = {{0737-6782}},
language = {{eng}},
number = {{3}},
pages = {{584--598}},
publisher = {{Wiley-Blackwell}},
series = {{Journal of Product Innovation Management}},
title = {{Good cop-bad cop : Trust, control, and the lure of integration}},
url = {{http://dx.doi.org/10.1111/jpim.12115}},
doi = {{10.1111/jpim.12115}},
volume = {{31}},
year = {{2014}},
}