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

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Date: Feb. 2022
Publisher: Elsevier B.V.
Document Type: Report; Brief article
Length: 252 words

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Keywords Entrepreneurial firm; Business-to-business (B2B) relationship; Psychological tension; New product development (NPD) 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. Author Affiliation: (a) International Business School Suzhou, Xi'an Jiaotong-Liverpool University, Suzhou, China (b) International Business School Suzhou, Xi'an Jiaotong-Liverpool University, Suzhou Industrial Park, Jiangsu 215123, China (c) Discipline of International Business, The University of Sydney Business School, Sydney, Australia (d) School of Management and Marketing, Faculty of Business and Law, Curtin University, Perth, Australia * Corresponding author. Article History: Received 29 May 2020; Revised 19 October 2021; Accepted 20 October 2021 Byline: Leven J. Zheng [Jianwen.Zheng02@xjtlu.edu.cn] (a), Yameng Zhang [Yameng.Zhang@xjtlu.edu.cn] (b,*), Wu Zhan [zhan.wu@sydney.edu.au] (c), Piyush Sharma [piyush.sharma@curtin.edu.au] (d)

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Gale Document Number: GALE|A685796714