Criteria for screening new industrial products

Screening new industrial product ideas—the initial GO/NO GO decision in the new product process—is a critical decision. This article reports the results of an extensive investigation into what criteria managers use in their screening decisions, and how these criteria are weighted and combined.     

Product Recycle patterns for new industrial products

A diffusion model that is capable of tracking very different diffusion paths is presented. Based on this model, nine different diffusion classes are proposed. Actual data for a number of products confirm that the full flexibility of the proposed approach is necessary. That is, most classes are represented by at least one product. Possible explanations of class member-ship are proposed. More work is needed to confirm/refute these explanations.     

Measuring market potential for industrial products: An eight-step approach

The assignment given more often than any other to industrial marketing research departments by marketing management is the measurement of market potentials. This sounds like a clear-cut and unequivocal task. However, depending upon the type, age (well-established vs. new product), and use of the product involved, the approaches and avenues to be employed, and the data to be established may differ markedly from one product to another. In order to illustrate this, the seven main categories of undustrial products are briefly discussed below.     

Artificial neural networks: A new methodology for industrial market segmentation

Neural networks are a type of artificial intelligence computing that have generated considerable interest across many disciplines during the past few years. The authors explore the potential of artificial neural networks in assisting industrial marketers faced with a segmentation problem by comparing their classification ability with discriminant analysis and logistic regression. The neural networks achieve higher hit ratios on holdout samples than the other methodologies. A marketer in a business-to-business situation may be able to segment a market more accurately, thereby improving efficiency for sales forces and other promotional activities, by using artificial neural networks.     

Risk factors in accepted and rejected new industrial products

Faced with limited and increasingly expensive resources, managers in most industrial product companies are constantly confronted with the difficult task of choosing which new product opportunities to accept for development funding and which to reject. Their decision is made even more difficult because of both the high failure rates and high development costs typical of high-technology industrial products, both during development and after market introduction. This research identifies some critical dimensions of risk in potential new product opportunities. This is an important step toward identifying the most relevant dimensions of government incentives for research and development assistance, as well as an aid to managers attempting to recognize and deal with the greatest risks in the new product opportunities they face.     

Uncertain regulatory timing and market dynamics

Using a dynamic model of capacity accumulation, I examine the relationship between uncertainty about the timing of a new Pigouvian tax and oligopolistic competition. I find that for some market structures uncertainty about the timing of the regulatory change leads firms to increase investment. These results stem from the nature of the uncertainty and its interaction with firms' strategic incentive to engage in capacity races. They dramatize the importance of accounting for initial conditions when forecasting firms' reactions to anticipated regulatory changes. In addition, I find that more protracted uncertainty leads to greater welfare costs.     

Likely gains from market timing in Japan

This paper explores the potential gains and required predictive ability of market timing in Japan and then compares the results to previously reported findings from another developed financial market — the United States — and a developing Asia Pacific financial market — Singapore. Shifts between cash equivalents and common stocks are evaluated. The results demonstrate that the potential gains from market timing in Japan are quite attractive and that the minimum predictive accuracy required for successful market timing may be attainable by some portfolio managers. However, for the period examined, the results also indicate that larger incremental gains result from market timing Singapore stocks and cash equivalents.An earlier version of this paper was presented at the Second Annual Pacific Basin Finance Conference in Seoul, Korea in 1991. The author appreciates the helpful comments of Lim Kian Guan and two anonymous referees.     

Library support for industrial marketing research

The literature of business and management often discusses the need for timely information as a prerequisite to decision-making and planning. The role of the corporate library in supporting management's information needs has rarely been discussed in professional management literature. This article examines the library's role in supporting industrial marketing research. Special reference is made to new technologies that enhance traditional library services.     

An industrial analysis market information system

The United States maritime industry share of world cargo movement has declined steadily for the last decade. The authors maintain that this situation is partially due to the industry's lack of a marketing orientation. Successful marketing hinges upon an effective market information system. This paper presents such a system for the U.S. maritime industry and discusses various information sources as a foundation for this system.     

Some factors in industrial market segmentation

Buyer-seller relationships are complex, especially in industrial marketing. A model for segmenting industrial markets is proposed and implications for organization buying behavior are summarized.     

Unfolding implementation in industrial market segmentation

Market segmentation is an important method of strategic marketing and constitutes a cornerstone of the marketing literature. It has undergone extensive scientific inquiry during the past 50 years. Reporting on an extensive review of the market segmentation literature, the challenging task of implementing industrial market segmentation is discussed and unfolded in this article. Extant literature has identified segmentation implementation as a core challenge for marketers, but also one, which has received limited empirical attention. Future research opportunities are formulated in this article to pave the way towards closing this gap. The extent of implementation coverage is assessed and various notions of implementation are identified. Implementation as the task of converting segmentation plans into action (referred to as execution) is identified as a particularly beneficial focus area for marketing management. Three key elements and challenges connected to execution of market segmentation are identified — organization, motivation, and adaptation.     

A critical review of industrial market segmentation

This article reviews approximately 30 articles over the past 20 years that have addressed the topic of industrial market segmentation. The pursuit of a normative model to guide practitioners in segmenting industrial markets has made some progress with three identifiable models. There are a host of problems with the work done in the area both conceptual and methodological.     

Learning curves for new products

A recent article addressing the extrapolation of learning curves fails to point out that the resulting learning curve is not, in general, a straight line but sharply alters its shape at high cumulative outputs.     

中国成品油市场月度分析

回顾 1.需求 9月份,为了抑制持续增长的信贷、投资以及通货膨胀,中国人民银行年内第五次上调金融机构存贷款基准利率(0.27个百分点)和第七次上调存款类金融机构人民币存款准备金率(0.5个百分点).