The R&D-marketing interface in high-technology firms

Ashok K. Gupta, S. P. Raj, David Wilemon

Research output: Contribution to journalArticlepeer-review

186 Scopus citations


It has become part of the traditional wisdom that good relationships between the R&D and marketing departments are essential for effective new product development. But in so many firms it still just doesn't happen. How come? In this article, three pragmatic researchers, Professors Gupta, Raj, and Wilemon, take another look at what causes the significant barriers that exist at the interface of two of the key product innovation functions. What they discover is disagreement between marketing and R&D people about what they should do together. They also find that R&D people are the more reluctant cooperators. They draw some interesting opinions from the parties as to why the barriers exist.

Original languageEnglish (US)
Pages (from-to)12-24
Number of pages13
JournalThe Journal of Product Innovation Management
Issue number1
StatePublished - Mar 1985

ASJC Scopus subject areas

  • Strategy and Management
  • Management of Technology and Innovation


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