search query: @indexterm Sales management / total: 391
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| Author: | Micheal, K. Rochford, L. Wotruba, T. R. |
| Title: | How New Product Introductions Affect Sales Management Strategy: The Impact of Type of "Newness" of the New Product |
| Journal: | Journal of Product Innovation Management
2003 : JUL, VOL. 20:4, p. 270-283 |
| Index terms: | MANAGEMENT STRATEGIC MANAGEMENT PRODUCT DEVELOPMENT SALES MANAGEMENT |
| Language: | eng |
| Abstract: | This study expands on previous investigations by examining whether sales management strategy changes are conditioned by the type of newness of the new product to the market and to the firm. The study finds that firms do not make the most adjustments for products with the greatest degree of market newness-the new-to-the-world types of products-except in the sales management strategy categories of compensation and supervision. The results suggest also that, because different types of new products face different competitive environments, there may be greater incentive for a not-new-to-the-market new-to-the-firm product to make changes in sales strategy. |
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