The effectiveness of communication between marketing managers and sales managers during NPD projects

Massey, GR

The effectiveness of communication between marketing managers and sales managers during NPD projects

Massey, GR

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Publisher:: Australian and New Zealand Marketing Academy
Publication Type:: Conference Proceeding
Citation:: Proceedings of ANZMAC 2012, 2012, pp. 1 - 7
Issue Date:: 2012-01

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Field	Value	Language
dc.contributor.author	Massey, GR https://orcid.org/0000-0002-2044-0957	en_US
dc.contributor.editor	anon	en_US
dc.date	2012-12-03	en_US
dc.date.issued	2012-01	en_US
dc.identifier.citation	Proceedings of ANZMAC 2012, 2012, pp. 1 - 7	en_US
dc.identifier.issn	1447-3275	en_US
dc.identifier.uri	http://hdl.handle.net/10453/22698
dc.description.abstract	This paper examines the effectiveness of communication between Marketing Managers and Sales Managers during NPD projects, under conditions of interdependence and psychological distance. The results suggest that different types of communication have differential effects, and that some managers communication strategies may be suboptimal during NPD projects. Moreover, managerial communication during NPD is often at odds with the normative view in the literature, that greater communication is necessary during NPD because such projects are intra-firm information processing sub-systems, aimed at reducing uncertainty, and enhancing project effectiveness.	en_US
dc.publisher	Australian and New Zealand Marketing Academy	en_US
dc.relation.ispartof	Proceedings of ANZMAC 2012	en_US
dc.relation.ispartof	Australian and New Zealand Marketing Academy Conference	en_US
dc.title	The effectiveness of communication between marketing managers and sales managers during NPD projects	en_US
dc.type	Conference Proceeding
utslib.location	Adelaide, Australia	en_US
utslib.location.activity	Adelaide	en_US
utslib.for	1505 Marketing	en_US
dc.location.activity	Adelaide	en_US
dc.location.activity	Durban, South Africa
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access
pubs.consider-herdc	true	en_US
pubs.finish-date	2012-12-05	en_US
pubs.place-of-publication	Adelaide, Australia	en_US
pubs.start-date	2012-12-03	en_US

Abstract:

This paper examines the effectiveness of communication between Marketing Managers and Sales Managers during NPD projects, under conditions of interdependence and psychological distance. The results suggest that different types of communication have differential effects, and that some managers communication strategies may be suboptimal during NPD projects. Moreover, managerial communication during NPD is often at odds with the normative view in the literature, that greater communication is necessary during NPD because such projects are intra-firm information processing sub-systems, aimed at reducing uncertainty, and enhancing project effectiveness.

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http://hdl.handle.net/10453/22698