組織内部の競争と協調がイノベーションに及ぼす影響 : 営業部門の実証研究

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  • THE INFLUENCE OF INTRA-ORGANIZATIONAL COMPETITION AND COOPERATION ON INNOVATION : AN EMPIRICAL STUDY ON SALESDEPARTMENT
  • ソシキ ナイブ ノ キョウソウ ト キョウチョウ ガ イノベーション ニ オヨボス エイキョウ : エイギョウ ブモン ノ ジッショウ ケンキュウ

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Despite the importance of the service department in the organization, few studies have investigated the antecedents and consequences of innovation in service departments. The purpose of this study is to examine the relationship between organizational behavioral patterns, innovations, and performance in Japanese sales departments. Although the coexistence of cooperation and competition has been discussed mainly in the inter-organization context such as in strategic alliances, it has been rarely examined in the intra-organizational context. Particularly, the role of competition within the organization has received little attention. It is notable, however, that recent research has emphasized the role of creative pressure that seems to be related to competition and cooperation within an organization. Based on a cross-sectional sample of 203 Japanese sales departments and structural equation methodology, this study empirically examine how competitive and cooperative behavioral patterns affect the two core components of organizational innovation (technical and administrative) en route to affecting department performance. The results indicate that competition and cooperation within a sales department influence both technical and administrative innovations, and that technical and administrative innovation have an impact on performance. The findings suggest that competition stimulates salespeople's motivations to generate innovative ideas and encourages productive conflict, and cooperation promotes diffusion of these ideas and reduces destructive conflict within a department. This study has two managerial implications. First, sales managers need to recognize the importance of striking a balance between competition and cooperation within a department in promoting innovation. In particular, since intra-organizational competition is a double-edged sword, managers should avoid relationship conflict, which is detrimental to innovative activities, and try to develop creative competition.

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