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The causal ordering of key cross-functional relationship dimensions: a replication study using the marketing/R&D relationship

Conference Paper


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Abstract


  • How do working relationships between functional managers develop, and how are they

    maintained? Does interpersonal trust drive communication, or is communication the building

    block of interpersonal trust? Massey and Dawes (2002) examined the causal ordering of three

    key behavioural constructs--communication behaviours, interpersonal trust, and

    interpersonal conflict in cross-functional relationships between Marketing Managers and Sales

    Managers. By using three competing models they found evidence that CFRs are built on a

    foundation of effective communication, specifically, bidirectional communication.

    This current

    paper is a replication of their study in the context of the Marketing/R&D relationship during

    184 Australian new product development projects. It contributes to the literature, by

    corroborating the causal ordering suggested by Massey and Dawes (2002). These findings

    have significant implications for the selection of strategies by senior management to better

    integrate the Marketing and R&D functions.

Publication Date


  • 2004

Citation


  • Kyriazis, E. & Massey, G. (2004). The causal ordering of key cross-functional relationship dimensions: a replication study using the marketing/R&D relationship. In J. S. Wiley (Eds.), AProceedings of the ustralian and New Zealand Marketing Academy Conference (pp. 1-10). Wellington, New Zealand: Australian and New Zealand Marketing Academy.

Ro Full-text Url


  • http://ro.uow.edu.au/cgi/viewcontent.cgi?article=3946&context=commpapers

Ro Metadata Url


  • http://ro.uow.edu.au/commpapers/2887

Start Page


  • 1

End Page


  • 10

Place Of Publication


  • Wellington, New Zealand

Abstract


  • How do working relationships between functional managers develop, and how are they

    maintained? Does interpersonal trust drive communication, or is communication the building

    block of interpersonal trust? Massey and Dawes (2002) examined the causal ordering of three

    key behavioural constructs--communication behaviours, interpersonal trust, and

    interpersonal conflict in cross-functional relationships between Marketing Managers and Sales

    Managers. By using three competing models they found evidence that CFRs are built on a

    foundation of effective communication, specifically, bidirectional communication.

    This current

    paper is a replication of their study in the context of the Marketing/R&D relationship during

    184 Australian new product development projects. It contributes to the literature, by

    corroborating the causal ordering suggested by Massey and Dawes (2002). These findings

    have significant implications for the selection of strategies by senior management to better

    integrate the Marketing and R&D functions.

Publication Date


  • 2004

Citation


  • Kyriazis, E. & Massey, G. (2004). The causal ordering of key cross-functional relationship dimensions: a replication study using the marketing/R&D relationship. In J. S. Wiley (Eds.), AProceedings of the ustralian and New Zealand Marketing Academy Conference (pp. 1-10). Wellington, New Zealand: Australian and New Zealand Marketing Academy.

Ro Full-text Url


  • http://ro.uow.edu.au/cgi/viewcontent.cgi?article=3946&context=commpapers

Ro Metadata Url


  • http://ro.uow.edu.au/commpapers/2887

Start Page


  • 1

End Page


  • 10

Place Of Publication


  • Wellington, New Zealand