How new product introductions affect sales management strategy: The impact of type of "Newness" of the new product

Kamel Micheal, Linda Rochford, Thomas R. Wotruba

Research output: Contribution to journalArticlepeer-review

32 Scopus citations

Abstract

Affects of the of new product introductions on sales management strategy is discussed. It is observed that most of the firms do not make most of the adjustments for products with the greatest degree of market newness except in the management strategy categories of compensation and supervision. It Is also observed that firms changes sales management strategies like organization, training, quotas and goals, when a product is new to the firm but not new to the market. It is suggested that firms must analyze all elements of current sales management strategy on the launching of a new product to get maximum benefits.

Original languageEnglish (US)
Pages (from-to)270-283
Number of pages14
JournalJournal of Product Innovation Management
Volume20
Issue number4
DOIs
StatePublished - Jul 1 2003

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