Decision criteria for new product acceptance and success: the role of trade buyers
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| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York u.a.
Quorum Books
1991
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Literaturverz. S. [181] - 186 |
| Physical Description: | XII, 189 S. graph. Darst. |
| ISBN: | 0899305253 |
Staff View
MARC
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| 245 | 1 | 0 | |a Decision criteria for new product acceptance and success |b the role of trade buyers |c Edward W. McLaughlin and Vithala R. Rao |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a New York u.a. |b Quorum Books |c 1991 | |
| 300 | |a XII, 189 S. |b graph. Darst. | ||
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| 650 | 7 | |a Productontwikkeling |2 gtt | |
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Record in the Search Index
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|---|---|
| adam_text | CONTENTS
Illustrations vii
Preface xi
1. New Products in the U.S. Distribution System 1
2. Key Participants in the New Product Introduction
Process 35
3. Research Process 77
4. Profile of New Products 93
5. Modeling Acceptance and Success 125
6. Applications of Acceptance Models 157
7. Summary 171
References 181
Index 187
«
ILLUSTRATIONS
FIGURES
1.1 Major Marketing Channels for U.S. Grocery Products 3
1.2 Advertising and Promotion Spending 12
1.3 Distribution of 173 MSAs by Grocery Store Sales, Four Firm
Concentration Levels, Various Years 23
2.1 Conceptual Approach to New Product Conduct 36
2.2 Stages of Product Life Cycle 42
2.3 A Modified BCG Matrix 44
2.4 One Beer Drinker s Perceptual Map of the Beer Market in
Northern California 47
2.5 The Product Planning and Development Process 50
2.6 Pricing Model for a New Product 53
3.1 A Conceptual View of the New Product Acceptance Process 79
3.2 New Product Development Introduction Form 83
3.3 Supplemental New Item Form 84
3.4 Data Collection Form Using Conjoint Analysis 88
4.1 Percentage of New Products Accepted, by Category 115
4.2 Percentage of New Products Accepted, by Suggested Retail
Price 116
4.3 Percentage of New Products Accepted, by Marketing Support 117
4.4 Percentage of New Products Accepted, by Gross Margin 118
4.5 Percentage of New Products Accepted, by Vendor Reputation 119
4.6 Percentage of New Products Accepted, by Presentation
Quality 120
viii Illustrations
4.7 Percentage of New Products Accepted, by Presenting Firm
Type 121
4.8 Percentage of New Products Accepted, by Presence of
Marketing Research 122
4.9 Percentage of New Products Accepted, by Test Marketing 123
5.1 Part Worth Functions of Profit Potential for Two Important
Attributes: Hypothetical Products 138
5.2 Part Worth Functions for Selected New Product Attributes
for the Decision to Recommend 149
5.3 Index of Relative Factor Importance, Buyer versus Consumer 154
6.1 Computation of the Initial Decision by a Buyer to Accept a
New Product 159
6.2 Examples of Special Data Tables 168
6.3 Illustration of Logistic Regression in the Knowledge Base 169
TABLES
1.1 Cold Cereal Industry Market Shares 7
1.2 National Measured Media Expenditures for Grocery
Products, by Category, 1988 9
1.3 Expenditures for Top Ten National Advertisers, 1988 10
1.4 Food Business Mergers and Acquisitions, 1988 and 1989 17
1.5 Grocery Store Sales, by Size and Ownership, 1988 19
1.6 Leading Supermarket Chains, 1987 20
1.7 Percentage Share of U.S. Grocery Store Sales Held by the
Twenty Largest Grocery Chains, Census Years 1948 1987 21
1.8 New Food Products and Retail Store Space, 1970 1989 25
1.9 Retail Formats and Selected Characteristics, 1990 28
1.10 Gross Margin, Expenses, and Earnings of Food Store Chains 30
1.11 Financial Ratios and Return on Investment for Grocery
Chains 31
1.12 Return on Investment for Selected Supermarket Chains,
1984 1988 32
2.1 Frequency of Buying Committee Meetings 57
2.2 Number of New Product Presentations Made to Retail Trade
Buyers per Week 59
2.3 Decision Responsibility for Managing New Products 61
2.4 Additions and Deletions of Products for a Sample of Chain
and Wholesale/Independent Companies 62
2.5 Activities in the Product Introduction Process, 1988 69
2.6 Summary of Case Study Costs Observed in New Product
Introductions 70
Illustrations ix
2.7 New Products Bearing Health Claims, 1987 1989 72
3.1 New Items Meeting: New Product Decisions 85
3.2 Commodity Gross Profit Report 86
4.1 New Grocery Product Totals, by Category, 1985 1989 94
4.2 New Product Introductions, by Month, 1985 1989 95
4.3 New Product Totals, by Category and Month, 1989 96
4.4 New Food Products by Company, 1985 1989 98
4.5 New Food Product Introductions by Top Twenty Companies,
1985 1988 99
4.6 Total Warehouse Grocery Items, 1978 and 1987 100
4.7 Total Warehouse Grocery Items: Numbers, Sales, Movement,
Margin Shares, and Average Price, 1987 102
I 4.8 New Item Contribution to Warehouse Groceries and Price/
j Ratios, 1987 103
I 4.9 New Item Sales and Movement, 1978 and 1987 104
4.10 New Products as a Percentage of Total Category and Rank,
! 1978 and 1987 105
i 4.11 Selected Attribute Evaluation by Major Product Category,
Mean Scores 107
4.12 Selected Attribute Evaluations by Individual Buyer, Mean
: Scores 109
4.13 Acceptance Rates of New Items Proposed, by Various Criteria 111
4.14 Acceptance Rates of New Items Proposed, by Various
] Attributes 112
5.1 Variables and Hypotheses for Actual New Products 129
5.2 Variables and Hypotheses for Hypothetical New Products 133
5.3 Results of Multiple Regression of Long Term and Short Term
Profit Potential Judgments 134
5.4 Part Worth Functions for Various Attributes of Hypothetical
New Products Based on Profit Potential Judgments Using
Multiple Regression Analysis 136
5.5 Estimated Logistic Model for Acceptance or Rejection of
Actual New Products 141
5.6 Product Category Specific Effects in the Overall Logistic
Model of Acceptance or Rejection 142
5.7 Predictive Validation Using the Overall Model 142
5.8 Classification Accuracy of Logistic Models for Accept and
Reject Decisions 145
5.9 Part Worth Functions for Various Attributes of Hypothetical
New Products Based on Accept Reject Recommendation Us¬
ing Logistic Regression Analysis 146
x Illustrations
5.10 Profiles of New Products Accepted by Buying Committee
versus Accepted by Consumers (Marketplace), Two Years
after Introduction, by Major Attribute 152
6.1 Comparison of Actual Decisions versus Computed
Probabilities of Acceptance for Selected New Products 162
6.2 Illustrative Computations of Acceptance Probabilities for
Selected Changes in Vendor Offers for Four New Products 164
6.3 Detail of Data in the Product Decisions Database 167
EXHIBITS
2.1 What s in a Name? 40
2.2 Who Attends the New Product Presentations? 60
2.3 Notification to Vendors of Retailer s Policy on Slotting
Allowance and Failure Fees, 1989 65
2.4 Discontinuation Policy of Retailer for Failed New Products 66
2.5 New Product Lines and Health Issues 71
3.1 Buyer s Evaluations of Hypothetical New Products: Ranges
for Each Attribute 89
7.1 How Can Suppliers Become More Knowledgeable about the
Specific Needs and Preferences of Their Various Retail
Customers? 175
7.2 An Illustrative Survey of Trade Buyer Practices in the New
Item Evaluation Process 178
|
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| dewey-ones | 664 - Food technology |
| dewey-raw | 664/.068/5 |
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| discipline | Chemie / Pharmazie Wirtschaftswissenschaften |
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| geographic | USA |
| geographic_facet | USA |
| id | DE-604.BV005467089 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T16:30:04Z |
| institution | BVB |
| isbn | 0899305253 |
| language | English |
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| physical | XII, 189 S. graph. Darst. |
| publishDate | 1991 |
| publishDateSearch | 1991 |
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| publisher | Quorum Books |
| record_format | marc |
| spelling | McLaughlin, Edward Verfasser (DE-588)170293602 aut Decision criteria for new product acceptance and success the role of trade buyers Edward W. McLaughlin and Vithala R. Rao 1. publ. New York u.a. Quorum Books 1991 XII, 189 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. [181] - 186 Distributiekanalen gtt Productontwikkeling gtt Grocery trade United States New products United States Management Akzeptanz (DE-588)4000996-8 gnd rswk-swf Produktentwicklung (DE-588)4139402-1 gnd rswk-swf USA Produktentwicklung (DE-588)4139402-1 s Akzeptanz (DE-588)4000996-8 s DE-604 Rao, Vithala R. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003422630&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | McLaughlin, Edward Rao, Vithala R. Decision criteria for new product acceptance and success the role of trade buyers Distributiekanalen gtt Productontwikkeling gtt Grocery trade United States New products United States Management Akzeptanz (DE-588)4000996-8 gnd Produktentwicklung (DE-588)4139402-1 gnd |
| subject_GND | (DE-588)4000996-8 (DE-588)4139402-1 |
| title | Decision criteria for new product acceptance and success the role of trade buyers |
| title_auth | Decision criteria for new product acceptance and success the role of trade buyers |
| title_exact_search | Decision criteria for new product acceptance and success the role of trade buyers |
| title_full | Decision criteria for new product acceptance and success the role of trade buyers Edward W. McLaughlin and Vithala R. Rao |
| title_fullStr | Decision criteria for new product acceptance and success the role of trade buyers Edward W. McLaughlin and Vithala R. Rao |
| title_full_unstemmed | Decision criteria for new product acceptance and success the role of trade buyers Edward W. McLaughlin and Vithala R. Rao |
| title_short | Decision criteria for new product acceptance and success |
| title_sort | decision criteria for new product acceptance and success the role of trade buyers |
| title_sub | the role of trade buyers |
| topic | Distributiekanalen gtt Productontwikkeling gtt Grocery trade United States New products United States Management Akzeptanz (DE-588)4000996-8 gnd Produktentwicklung (DE-588)4139402-1 gnd |
| topic_facet | Distributiekanalen Productontwikkeling Grocery trade United States New products United States Management Akzeptanz Produktentwicklung USA |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003422630&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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