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    How B2B relationships influence new product development in entrepreneurial firms? The role of psychological tension

    Access Status
    Fulltext not available
    Embargo Lift Date
    2024-11-13
    Authors
    Zheng, Leven L
    Zhang, Yameng
    Zhan, Wu
    Sharma, Piyush
    Date
    2021
    Type
    Journal Article
    
    Metadata
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    Citation
    Zheng, L.L. and Zhang, Y. and Zhan, W. and Sharma, P. 2021. How B2B relationships influence new product development in entrepreneurial firms? The role of psychological tension. Journal of Business Research .
    Source Title
    Journal of Business Research
    DOI
    10.1016/j.jbusres.2021.10.059
    ISSN
    0148-2963
    Faculty
    Faculty of Business and Law
    School
    School of Management and Marketing
    URI
    http://hdl.handle.net/20.500.11937/86066
    Collection
    • Curtin Research Publications
    Abstract

    Although tension commonly exists in business-to-business (B2B) relationships, past research pays little attention to the potential dark side effects of psychological tensions, especially those between entrepreneurial firms and their client firms, despite their significant impact on these firms’ performance. We address this important research gap by exploring the nature and impact of psychological tensions between entrepreneurial firms and their client firms during the conceptualization and commercialization stages of the new product development (NPD) process. We employ a qualitative approach to conduct semi-structured interviews with 19 entrepreneurial firms operating in the artificial intelligence field in China, and identify two types of psychological tensions at the conceptualization stage (fear of losing the B2B relationship and divergent expectations) and one type of psychological tension at the commercialization stage (attention embeddedness). We also find that fear of losing the B2B relationship and divergent expectations lead to technological decontextualization, while attention embeddedness yields singular learning.

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