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Good cop-bad cop : Trust, control, and the lure of integration

Brattström, Anna LU and Richtnér, Anders (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.

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Please use this url to cite or link to this publication:
author
publishing date
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
2018-02-04 04:19:33
@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&amp;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&amp;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},
  volume       = {31},
  year         = {2014},
}