John K. Christiansen

From models to practice: decision making at portfolio meetings

Purpose – The purpose of this paper is to examine the behavior of decision makers in portfolio management meetings on innovation projects and to study decision‐making behavior at these meetings.Design/methodology/approach – The paper is based on the case‐study approach; a theoretical framework is derived from sociology to direct the analysis of a portfolio management meeting. Four factors explain the behavior of decision making: the portfolio models as defined by organizational rules; issues related to the organizational context; a tendency to behave as others expect and to make appropriate decisions; and organizational learning processes.Findings – The paper finds that the set of rules for conducting portfolio meetings was only partially followed. The identity of decision makers was not as calculating actors, but was shaped and influenced by four things: the formal system and rules, observations of others, the organizational context, and organizational learning. Systems other than the portfolio managemen...

Improving Design with Open Innovation: A Flexible Management Technology

OVERVIEW: Is it necessary or even possible to apply the management technology of open innovation to all projects in the same way? An analysis of the practices used in different product development projects in the same European medical company shows that commercially successful projects did apply many of the best practices for open innovation. However, projects were not equally successful. The outcome seems to be highly influenced by the type of collaborative arrangements used and their application. In particular, the analysis indicates that organizational factors seem to be indicative but not sufficient for success, and some open innovation practices were more successful than others. The most open and exploratory practices were not so successful in this company. This might be due to the nature of innovation, which develops in unpredictable and nonlinear ways. These observations suggest that those involved in open innovation need both a broad knowledge of the various potential elements of an open innovation effort and a flexible attitude toward their application.

How complaining customers make companies listen and influence product development

The analysis in this paper shows how complaining customers can make companies listen to them by spurring the mobilisation of various actors into a hybrid collective strong enough to influence companies’ product development. Customers as sources of innovation have been analysed previously in the literature, whereas the process of how complaining users mobilise support to influence companies has received less attention and is not well understood.This study uncovers the processes that made it possible for a 17-year-old Norwegian to become pivotal in constructing a problematisation, which emerged to become so strong as to alter the Norwegian Coca-Cola Company’s earlier decision to cease production of a product in a certain size. The analysis uses constructs from actor–network theory (ANT) and shows how a single dissatisfied individual was able to become a spokesperson who, through different processes, mobilised a heterogeneous group of consumers into a loosely connected hybrid collective. The spokesperson acted on behalf of the hybrid collective and put growing pressure on a multinational company, influencing its decision making. In this case, the complaining customer did not exit, nor did he become a lead user, but rather became a hybrid customer who actively tried to mobile others in his desire for a product.The study reports on a process analysis of the means by which the company was induced to reinstate a discontinued product. The analysis is divided into three episodes, each marking a critical phase for the collective. This opens up the way for an examination of the processes of mobilisation, interessement, enrolment and mobilisation, revealing the margins of manoeuvre and how these are negotiated and delimited in the process.

Drivers of changes in product development rules: How generations of rules change back and forth

Purpose – The purpose of this paper is to investigate the drivers that induce companies to change their rules for managing product development. Most companies use a form of rule-based management approach, but surprisingly little is known about what makes companies change these rules. Furthermore, this management technology also has developed over time into different versions, but what drives firms from one version to another has only been suggested, not empirically studied. Design/methodology/approach – The dynamics of the rules of five companies are analyzed over a period of more than ten years based on three rounds of interviews with 40 managers. Findings – Previous research has assumed that the dynamics of product development rules are based on internal learning processes, and that increasingly competent management will stimulate the implementation of newer and more complex rule regimes. However, the analysis here indicates that there are different drivers, both internal and external, that cause compan...