Designing winning products
Designing winning products [electronic resource] /
edited by Arch G. Woodside, Timo Liukko, Ari Lehtonen.
- 1st ed.
- New York : JAI, 2000.
- 1 online resource (xiii, 306 p.) : ill.
- Advances in business marketing and purchasing, v. 10 1069-0964 ; .
- Advances in business marketing and purchasing ; v. 10. .
Includes bibliographical references.
Preface / Arch G. Woodside -- Designing winning products based on how customers think and buy / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Modeling customer preferences for alternative product designs / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Uses and usefulness of testing customer acceptance of product designs / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- How business-to-business buyers frame problems and the influence of Value-Added Customers Services (VACS) on supplier choice / Elizabeth J. Wilson, Robert C. McMurrian, Arch G. Woodside -- Testing acceptance of new product designs among customers at different operating levels in client firms / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Designing new products for person-situation customer segments / Arch G. Woodside -- Testing industrial customer acceptance of new control-display panel designs in Asian, Australian and European markets / Ari Lehtonen, Timo Liukko, Arch G. Woodside -- Testing a theory of manufacturers' acceptance of competing subcontractor price-quality-service designs / Timo Liukko, Ari Lehtonen, Arch G. Woodside -- Testing customer acceptance and the subsequent design of new, flexible manufacturing systems (robots) / Ari Lehtonen, Timo Liukko, A.G. Woodside -- Automatic cognitive processing and choice of suppliers by business-to-business customers / Arch G. Woodside, Robert C. McMurrian -- When superior new products are rejected / Arch G. Woodside -- Concluding observations on designing winning products by using strategies for testing customer acceptance / A.G. Woodside, Timo Liukko, Ari Lehtonen.
Written for marketing executives, new product/service managers, and marketing research professionals, "Designing Winning Products" (DWP) focuses on design and market testing issues/solutions for new business-to-business products and services. The first three chapters synthesize the product innovation literature; the objective of these chapters is to increase marketing and product managers' technical skills for testing customer acceptance of alternative new product/service designs. Detailed examples of applying these skills are described in seven later chapters - these chapters describe how to apply conjoint analysis and choice experiments with B-to-B customers in specific European and North American markets. A chapter is devoted to describing how superior new products sometimes fail to attract known customers - the nitty-gritty nuances behind the innovator's dilemma. More than 50 diagrams, tables and figures support the text; the chapter discussions and end-of-chapter references include more than 300 complete citations to additional sources.
9781849500609 (electronic bk.) : �75.95 ; � 112.95 ; $141.95 1849500606 (electronic bk.) : �75.95 ; � 112.95 ; $141.95 0762306823 (hbk.) 9780762306824 (hbk.)
New products--Management.
Product management.
Industrial design.
Research & development management.
Sales & marketing management.
Business & Economics--Marketing--Research.
HF5415.153 / .D47 2000
658.5/752
339.1
Includes bibliographical references.
Preface / Arch G. Woodside -- Designing winning products based on how customers think and buy / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Modeling customer preferences for alternative product designs / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Uses and usefulness of testing customer acceptance of product designs / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- How business-to-business buyers frame problems and the influence of Value-Added Customers Services (VACS) on supplier choice / Elizabeth J. Wilson, Robert C. McMurrian, Arch G. Woodside -- Testing acceptance of new product designs among customers at different operating levels in client firms / Arch G. Woodside, Timo Liukko, Ari Lehtonen -- Designing new products for person-situation customer segments / Arch G. Woodside -- Testing industrial customer acceptance of new control-display panel designs in Asian, Australian and European markets / Ari Lehtonen, Timo Liukko, Arch G. Woodside -- Testing a theory of manufacturers' acceptance of competing subcontractor price-quality-service designs / Timo Liukko, Ari Lehtonen, Arch G. Woodside -- Testing customer acceptance and the subsequent design of new, flexible manufacturing systems (robots) / Ari Lehtonen, Timo Liukko, A.G. Woodside -- Automatic cognitive processing and choice of suppliers by business-to-business customers / Arch G. Woodside, Robert C. McMurrian -- When superior new products are rejected / Arch G. Woodside -- Concluding observations on designing winning products by using strategies for testing customer acceptance / A.G. Woodside, Timo Liukko, Ari Lehtonen.
Written for marketing executives, new product/service managers, and marketing research professionals, "Designing Winning Products" (DWP) focuses on design and market testing issues/solutions for new business-to-business products and services. The first three chapters synthesize the product innovation literature; the objective of these chapters is to increase marketing and product managers' technical skills for testing customer acceptance of alternative new product/service designs. Detailed examples of applying these skills are described in seven later chapters - these chapters describe how to apply conjoint analysis and choice experiments with B-to-B customers in specific European and North American markets. A chapter is devoted to describing how superior new products sometimes fail to attract known customers - the nitty-gritty nuances behind the innovator's dilemma. More than 50 diagrams, tables and figures support the text; the chapter discussions and end-of-chapter references include more than 300 complete citations to additional sources.
9781849500609 (electronic bk.) : �75.95 ; � 112.95 ; $141.95 1849500606 (electronic bk.) : �75.95 ; � 112.95 ; $141.95 0762306823 (hbk.) 9780762306824 (hbk.)
New products--Management.
Product management.
Industrial design.
Research & development management.
Sales & marketing management.
Business & Economics--Marketing--Research.
HF5415.153 / .D47 2000
658.5/752
339.1