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The current open innovation literature needs to be complemented with work on the managerial challenges faced by companies working with an innovation intermediary to solve research and development (R&D) problems. Based on an exploratory case study design, we investigate these managerial challenges in seven chemical companies working with the same innovation intermediary. Three recurring challenges were identified in all companies: (1) enlisting internal scientists to work with the innovation intermediary; (2) selecting the right problems; and (3) formulating problems so as to enable novel solutions. Based on the knowledge management literature, we explain how these challenges arise out of scientists' different work practices in internal vs. external R&D problem solving and we identify and discuss a number of remedies to these challenges.

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Dialogues between professionals and their clients are at the core of relationship marketing of professional service firms. To nurture dialogues, professionals need to extend the scope of the dialogue to new issues that impact the client organization's performance. We develop and examine (N ¼ 431) a model grounded in the theory of planned behavior to highlight factors that impact the willingness of professionals to initiate the extension of client dialogues. Three main results are found. First, affective and instrumental attitudes are distinct and different motivational antecedents that simultaneously impact willingness. Second, affective and instrumental attitude are intermediate psychological considerations shaped by extrinsic rewards, reciprocal relationships, and client relationship quality. Third, organizational pressure operates indirectly by instilling a personal professional norm to extend client dialogues.

Crowdsourcing in the form of innovation contests stimulates knowledge creation external to the firm by distributing technical, innovation-related problems to external solvers and by proposing a fixed monetary reward for solutions. While prior work demonstrates that innovation contests can generate solutions of value to the firm, little is known about how problems are formulated for such contests. We investigate problem formulation in a multiple exploratory case study of seven firms and inductively develop a theoretical framework that explains the mechanisms of formulating sharable problems for innovation contests. The chapter contributes to the literatures on crowdsourcing and open innovation by providing a rare account of the intra-organizational implications of engaging in innovation contests and by providing initial clues to problem formulation—a critical antecedent to firms’ ability to leverage external sources of innovation.