0
Your cart

Your cart is empty

Books > Business & Economics > Industry & industrial studies > Distributive industries

Buy Now

Decision Criteria for New Product Acceptance and Success - The Role of Trade Buyers (Hardcover, New) Loot Price: R2,838
Discovery Miles 28 380
Decision Criteria for New Product Acceptance and Success - The Role of Trade Buyers (Hardcover, New): Edward W. McLaughlin,...

Decision Criteria for New Product Acceptance and Success - The Role of Trade Buyers (Hardcover, New)

Edward W. McLaughlin, Vithala Rao

 (sign in to rate)
Loot Price R2,838 Discovery Miles 28 380 | Repayment Terms: R266 pm x 12*

Bookmark and Share

Expected to ship within 10 - 15 working days

Despite the rapid surge of new product introductions into the grocery product distribution system, relatively little is known about the process and acceptance criteria of trade buyers. In this work, Edward McLaughlin and Vithala Rao examine the crucial role played by trade buyers, and its place in the success of new product introduction. Their study integrates scholarly research and industry information as it explores the various processes used by manufacturers and trade intermediaries in developing and introducing new products.

The book begins with a background survey of the overall structure of U.S. grocery distribution, along with a discussion of the key participants in new product introduction and their standard operating procedures. A broad framework for analyzing new product introductions is presented, and various methodologies that are useful in the process are explained. This is followed by an account of the extensive research conducted by the authors, focusing on new product acceptance by trade buyers, and drawn from three sources: publicly available information, survey data of actual buyer decisions, and buyer decisions based on hypothetical descriptions of new products. The statistical results on the relative importance of decision criteria are used to develop several management tools, including an expert system. The work concludes with a discussion of the implications of these results for marketing managers, procurement executives, and public policy makers. This book will be an important reference tool for practitioners involved in product procurement, as well as for students of marketing and sales.

General

Imprint: Praeger Publishers Inc
Country of origin: United States
Release date: June 1991
First published: June 1991
Authors: Edward W. McLaughlin • Vithala Rao
Dimensions: 234 x 156 x 12mm (L x W x T)
Format: Hardcover
Pages: 208
Edition: New
ISBN-13: 978-0-89930-525-7
Categories: Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management
Books > Business & Economics > Industry & industrial studies > Distributive industries > General
Books > Business & Economics > Industry & industrial studies > Manufacturing industries > Food manufacturing & related industries > General
Promotions
LSN: 0-89930-525-3
Barcode: 9780899305257

Is the information for this product incomplete, wrong or inappropriate? Let us know about it.

Does this product have an incorrect or missing image? Send us a new image.

Is this product missing categories? Add more categories.

Review This Product

No reviews yet - be the first to create one!

You might also like..

Damaged Goods - The Rise and Fall of Sir…
Oliver Shah Paperback  (1)
R301 R275 Discovery Miles 2 750
Christo Wiese - Risiko en Rykdom
T J Strydom Paperback R385 R361 Discovery Miles 3 610
Steinheist - Markus Jooste, Steinhoff…
Rob Rose Paperback  (1)
R385 R361 Discovery Miles 3 610
Retail Management - A South African…
N. Terblanche Paperback  (2)
R550 Discovery Miles 5 500
The Heart Of Business - Leadership…
Hubert Joly Hardcover R668 Discovery Miles 6 680
Christo Wiese - Risk And Riches
T J Strydom Paperback R385 R361 Discovery Miles 3 610
The Digital Hand, Vol 3 - How Computers…
James W. Cortada Hardcover R2,450 Discovery Miles 24 500
Country Stores of Vermont - A History…
Dennis Bathory-Kitsz Paperback R558 R514 Discovery Miles 5 140
The Brookside Story - Shops of Every…
LaDene Morton Paperback R539 R496 Discovery Miles 4 960
Denholms - The Story of Worcester's…
Christopher Sawyer, Patricia A Wolf Paperback R549 R505 Discovery Miles 5 050
Kaufmann's - The Big Store in Pittsburgh
Letitia Stuart Savage Paperback R558 R514 Discovery Miles 5 140
Shopping in Ancient Rome - The Retail…
Claire Holleran Hardcover R5,326 Discovery Miles 53 260

See more

Partners