Title

Facilitator vs. Obstructor in Supplier Integration (SI) for New Product Development (NPD)

Document Type

Presentation

Publication Date

11-20-2017

Abstract

SI success for NPD depends on whether a traditional gatekeeper of supplier—salesperson—serves as a facilitator or obstructor in SI. Drawing from sociotechnical system theory, we explore how a salesperson’s barricading behaviors moderate the effects of the timing of engineer involvement in a buyer’s NPD process on supplier performance.

Sponsorship/Conference/Institution

Decision Sciences Institute Annual Meeting (DSI)

Location

Washington, D.C.

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