TY  - BOOK
AU  - Woodside,Arch G.
AU  - Liukko,Timo
AU  - Lehtonen,Ari
TI  - Designing winning products
T2  - Advances in business marketing and purchasing,
SN  - 9781849500609 (electronic bk.) :
AV  - HF5415.153 .D47 2000
U1  - 658.5/752 22
PY  - 2000///
CY  - New York
PB  - JAI
KW  - New products
KW  - Management
KW  - Product management
KW  - Industrial design
KW  - Research & development management
KW  - bicssc
KW  - Sales & marketing management
KW  - Business & Economics
KW  - Marketing
KW  - Research
KW  - bisacsh
N1  - 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
N2  - 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
UR  - https://www.emerald.com/insight/publication/doi/10.1016/S1069-0964(2000)10
ER  -