International Business and Entrepreneurship Faculty Publications and Presentations

Product Innovation Through Political and Non-political Influence Tactics

Document Type

Article

Publication Date

Winter 2023

Abstract

There is little research that analyzes how managers use political and nonpolitical influence tactics to affect the product innovation strategic decision-making process (PISD). A well-appreciated power influence tactics in product innovation team is bound to contribute greatly to the success of new products. This study aims to contribute to the literature and surveys 122 carefully screened marketing and R&D executives on power antecedents of non-political (recommendation, information exchange, and assertiveness) and political (upward appeal and coalition formation) influence tactics in PISD. The study also tests the explanatory power of the underlying systemic power theory of Astley and Zajac (1991) and the related theory of Boehe (2007). The study finds that power is best reflected not only in its acquisition in terms of resources (expertise and information control) but also on its loss (power imbalance), its neutrality or balance (functional integration), and its gain or loss through the formalization of roles and responsibilities. This research suggests that theories of managerial influence tactics in PISD account for more varied, heterogeneous, and even conflicting realities.

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Publication Title

Journal of Managerial Issues

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