| Abstract: | Life-cycle stages require changes in both operations and management styles. Different personnel sales skills, qualities, and motivation are optimum for the various phases of industrial product life cycles. Early phases require creativity and informality. Growth phases require emphasis on operational planning, staging, training, optimism, problem solving, and stamina. Mature phases demand emphasis on efficiency, administration, judgement, and conservatism. Cutback phases place a premium on “hard-nosed” decisiveness, objectivity, judgement, and courage. |
