search query: @author Balakrishnan, P. V. S. / total: 1
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| Author: | Chawla, S. K. Balakrishnan, P. V. S. Smith, M. F. |
| Title: | Mail response rates from distributors (Neue Produkte) |
| Journal: | Industrial Marketing Management
1992 : NOV, VOL. 21:4, p. 307-310 |
| Index terms: | |
| Freeterms: | ERHEBUNGSMETHODE DER MARKTFORSCHUNG, HANDELSBETRIEBE |
| Language: | eng |
| Abstract: | To forecast demand for a new product, information was sought from a national sample of 600 medical equipment dealers by means of a mail survey. The critical managerial question for this research was whether a new product inventor wishing to obtain information from the sample should employ a university sponsor, offer monetary incentives, or go it alone. The results indicate that monetary incentives and university sponsorship are effective ways to obtain information. |
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