| Abstrakt: |
Sometimes champions are needed in organizations to push ideas toward the new product development process. This paper draws from the help-seeking and issue-selling literature to pose that champions, who look for commitment for their ideas, can gain colleagues' support by asking them to contribute to the ideas. In three experimental lab studies, I show that colleagues who contribute to champions' ideas develop psychological ownership for them and are more likely to commit to them. In addition, I also find that contributing to ideas leads colleagues to exhibit territoriality, referred to as the behavioral 'dark' side of psychological ownership. To avoid the pitfalls associated with territoriality, but still gain commitment, idea champions can present their ideas in a narrative format. While it may be helpful for ideas to be presented in this way, I also show some evidence that, incongruent with the initial two studies' findings, colleagues who contribute to idea champions' narrative ideas are paradoxically less committed to them. [ABSTRACT FROM AUTHOR] |
