Rajesh Sethi

• Professor at Clarkson University

This research addresses three questions: (1) To what extent do new-to-the-firm products (with market and technology newness) face resistance in winning approval for development during the review process? (2) To what degree does product development teams' use of micropolitical strategies help reduce resistance and get approval with minimum compromis...

This study identifies two organizational factors that foster explorative products, willingness to cannibalize and future-oriented market scanning, and examines whether the relationships of these factors with exploration are contingent on environmental turbulence in customer, competitor, and technological sectors. The study analyzes data from 145 U....

Radical innovation is an important driver of the growth, success, and wealth of firms and nations. Because of its importance, authors across various disciplines have proposed many theories about the drivers of such innovation, including government policy and labor, capital, and culture at the national level. The authors contrast these theories with...

Research suggests that a strong focus on quality improvement can adversely affect exploration and thus the development of innovative new products. The focus on quality improvement including total quality management (TQM) has been termed quality orientation. The literature suggests that one way to reduce the adverse effect of a quality orientation o...

This article argues that Stage-Gate controls have the potential of restricting learning in a new product development project and thus hurting the performance of novel new products. Specifically, the authors examine whether control on new product development exercised through rigorous gate review criteria increases project inflexibility, which in tu...

The article argues that traditional structural predictors of organizational innovation may not facilitate the creativity of the new product program. Constructive conflict refers to the vigorous debate of ideas, beliefs and assumptions by organization members. If a firm is characterized by a punitive climate, its employees will tend to avoid taking...

Firms are increasingly embracing integrated Web-based or e-supply chains because such chains are believed to enhance efficiency and competitiveness. The e-supply chain movement has received a boost from a variety of off-the-shelf supply chain software solutions that have appeared on the market. However, in the excitement about these software soluti...

In hopes of improving the effectiveness of their new product development (NPD) processes, many firms increasingly are eager to adopt integrated web‐based NPD systems for NPD. However, few would argue that the mere use of web‐based NPD systems substantially will improve the NPD process. But we know little about how and when these systems can be used...

This article explores the important role of liking in the development of the buyer’s trust in the sales rep. The authors argue that liking’s role is richer and qualitatively different from that of the more cognitive antecedents of trust. They posit that many cognitive antecedents of trust operate mainly through liking. They argue that as the buyer-...

A series of hypothesis concerning how charged behavior affects new product market performance and how charged behavior is, in turn, influenced by both team structural characteristics and contextual factors was proposed and tested. Data from new consumer product development teams is analyzed through structural equation modeling for hypothesis testin...

Multiple studies have found that the primary determinant of new product failure is an absence of innovativeness-the extent to which a new product provides meaningfully unique benefits. Given the persistence of this finding and the: growing use of cross-functional teams in new product development projects, the authors examine how innovativeness is a...

This research examines the role of team-based superordinate identity in influencing new product performance. The author also studies how several team-related factors affect superordinate identity and, through this psychological bond, influence new product performance. The findings, based on a sample of 118 teams, reveal that superordinate identity...

New product quality has been found to have a major influence on the market success and profitability of a new product. Firms are increasingly using cross-functional teams for product development in hopes of improving product quality yet researchers know little about how such teams affect quality. The author proposes and tests a series of hypotheses...