Adoption of new products by the sales force: the construct, research propositions, and managerial implications
Article Abstract:
A conceptual model analyzes factors affecting salespeople adoption of a new product and the associated behavior exhibited during the selling process. Two problem-solving styles of employees, namely systematic and intuitive, are examined relative to speed in the new product process. It was revealed that a salesperson's receptiveness to a new product is affected by his learning style, performance orientation and problem-solving style. It was also shown that an intuitive problem solver is more receptive to new products.
Publication Name: Journal of Product Innovation Management
Subject: Business, general
ISSN: 0737-6782
Year: 1997
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An exploratory analysis of the impact of market orientation on new product performance: a contingency approach
Article Abstract:
Many businesses emphasize the importance of market orientation in their mission statements, policies and procedures. However, there is little evidence to support the assumption that new product performance is significantly influenced by market orientation. A study exploring the relationship between market orientation and new product development activities and performance among 275 Australian companies is presented.
Publication Name: Journal of Product Innovation Management
Subject: Business, general
ISSN: 0737-6782
Year: 1995
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Differential potency of factors affecting innovation performance in manufacturing and services firms in Australia
Article Abstract:
A comparison between the success factors for new products and services in Australia is presented. Manufacturers and service companies are discovered to have different perceptions and priorities of innovation activities. A company's attention towards human resource strategy and administrative support and teamwork is found to be the most significant factor that affects new service performance.
Publication Name: Journal of Product Innovation Management
Subject: Business, general
ISSN: 0737-6782
Year: 1996
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