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Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/12250

Title: The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation
Authors: Noordhoff, Corine S.
Kyriakopoulos, Kyriakos
Moorman, Christine
PAUWELS, Piet
Dellaert, Benedict G. C.
Issue Date: 2011
Publisher: AMER MARKETING ASSOC
Citation: JOURNAL OF MARKETING, 75 (5). p. 34-52
Abstract: Although the number and importance of joint innovation projects between suppliers and their customers continue to rise, the literature has yet to resolve a key question: Do embedded ties with customers help or hurt supplier innovation? Drawing on both the tie strength and knowledge literatures, the authors theorize that embedded ties interact with supplier and customer innovation knowledge to influence supplier innovation. In a sample of 157 Dutch business-to-business innovation relationships, they observe that embedded ties weaken how much suppliers benefit from customer innovation knowledge because of worries about customer opportunism (the dark side of embedded ties). However, they uncover three moderating relationship and governance features that allow suppliers to overcome these dark-side effects and even increase innovation (the bright side of embedded ties). Finally, although the authors predicted a bright-side effect, they find that embedded ties neither help nor hinder the supplier to leverage its own innovation knowledge in the relationship.
Notes: [Noordhoff, CS] Vrije Univ Amsterdam, Amsterdam, Netherlands [Moorman, C] Duke Univ, Fuqua Sch Business, Durham, NC 27706 USA [Pauwels, P] Hasselt Univ, Hasselt, Belgium [Pauwels, P] Maastricht Univ, Maastricht, Netherlands [Dellaert, BGC] Erasmus Univ, Erasmus Sch Econ, Dept Business Econ, Rotterdam, Netherlands c.s.noordhoff@vu.nl; kkyriako@alba.edu.gr; moorman@duke.edu; piet.pauwels@uhasselt.be; dellaert@ese.eur.nl
URI: http://hdl.handle.net/1942/12250
ISI #: 000294193800003
ISSN: 0022-2429
Category: A1
Type: Journal Contribution
Validation: ecoom, 2012
Appears in Collections: Research publications

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