search query: @indexterm new products / total: 1069
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| Author: | Atuahene-Gima, K. |
| Title: | Adoption of new products by the sales force: The constructs, research propositions, and managerial implications |
| Journal: | Journal of Product Innovation Management
1997 : NOV, VOL. 14:6, p. 498-514 |
| Index terms: | NEW PRODUCTS SALES MANAGEMENT SALESMEN SUCCESS |
| Language: | eng |
| Abstract: | Successfully launching a new product to the company's salesforce requires high levels of creativity, energy, and managerial insights. Managers and researchers need to examine more closely the factors underlying the successful launch of a new product to a firm's salesforce. This study develops a model for exploring the characteristics that affect new-product adoption by the salesforce. The model suggests that a salespersons commitment to a new product depends on the persons learning style, performance orientation, and problem-solving style. The salesforce's perceptions of the firms commitment to new products, failure tolerance, and attitude toward intradepartmental conflict during the product development process play the key roles in determining whether the salesforce will take an active approach to selling the new product. |
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