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Anna Brattström. Photo.

Anna Brattström

Senior lecturer

Anna Brattström. Photo.

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

Author

  • Anna Brattström
  • Anders Richtnér

Summary, in English

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.

Publishing year

2014

Language

English

Pages

584-598

Publication/Series

Journal of Product Innovation Management

Volume

31

Issue

3

Document type

Journal article

Publisher

Wiley-Blackwell

Topic

  • Economics and Business
  • Business Administration

Status

Published

ISBN/ISSN/Other

  • ISSN: 0737-6782