Customer Interaction as a Key to New Product Success

Recent years have witnessed a resurgence of academic and practitioner interest in new product development and in the way companies interact with their customers. While there has been considerable scientific progress in both research areas, very limited attention has been given to customer interaction in the new product development process as a means to increase new product success. This paper reports on research assessing the performance impact of (1) the intensity of customer interaction in different stages of the new product development process and (2) the characteristics of the involved customers. The research is based on field interviews as well as statistical analyses of a sample in the machinery industry. Results indicate that customer interaction during certain stages (but not others) of the new product development process has a positive impact on new product success. The characteristics of the involved customers have a significant effect on new product success as well. As an example, collaborating with financially attractive customers or customers exhibiting lead user characteristics increases new product success. It is also demonstrated that there is a gap between the performance impact of customer interaction during new product development and the current business practice in this field

Entwicklungslinien der Marketingorganisation : eine empirische Untersuchung im produzierenden Gewerbe

• Die Marketingorganisation regelt die Beziehungen eines Unternehmens zu seinen Abnehmern und leistet so einen wichtigen Beitrag zur Wettbewerbsfähigkeit. • Der Beitrag befaßt sich mit der Frage nach dem derzeitigen Stand der Marketingorganisation hinsichtlich zentraler Parameter und mit den für die nächsten Jahre geplanten Veränderungen. • Zur Beantwortung dieser Fragestellungen wird eine empirische Analyse im produzierenden Gewerbe durchgeführt. • Aufgrund der empirischen Analyse können klare Entwicklungstendenzen identifiziert werden, die insbesondere im Bereich der Prozeßorientierung in Marketing und Vertrieb liegen

Neue Wege in Marketing und Vertrieb : Prozeßoptimierung, Organisationsgestaltung, Kundenorientierung

Die Forderung nach neuen Organisationsformen in Marketing und Vertrieb gehört zu den Allgemeinplätzen der heutigen Managementliteratur. Vor dem Hintergrund zunehmender Marktdynamik und steigender Wettbewerbsintensität werden Forderungen nach effizienteren Prozessen, Kundenorientierung sowie allgemein nach neuen Organisationsformen immer lauter. Solche Dinge sind leicht gesagt. In der Umsetzung erweisen sie sich zumeist allerdings als ausgesprochen problematisch. Die ernüchternden Erfahrungen, die mittlerweile zahlreiche Unternehmen bei dem Versuch, das Konzept des Business Process Reengineering anzuwenden, machen mußten, verdeutlichen die Umsetzungsproblematik. Vor diesem Hintergrund befaßt sich dievorliegende Studie mit der Frage, wo die Praxis tatsächlich bei der Reorganisation der Marketing- und Vertriebsbereiche ansetzt

The effects of cold rolling on the mechanical properties of type 310 stainless steel at room and cryogenic temperatures

Effects of cold rolling on mechanical properties of type 310 stainless steel at room and cryogenic temperature

Gamma radiolytic stability of CyMe4BTBP and the effect of nitric acid

The highly selective nitrogen donor ligand CyMe4BTBP for An(III) separation by solvent extraction was irradiated in a 60Co γ-source under varying conditions. Organic solutions of 10 mmol/L ligand in 1-octanol were contacted with different concentrations of nitric acid to observe the influence of an aqueous phase during irradiation. In subsequent liquid-liquid extraction experiments, distribution ratios of 241Am and 152Eu were determined. Distribution ratios decreased with increasing absorbed dose when irradiation was performed in the absence of nitric acid. With addition of nitric acid, initial distribution ratios remained constant over the whole examined dose range up to 300 kGy. For qualitative determination of radiolysis products, HPLC-MS measurements were performed. The protective effect of nitric acid was confirmed, since in samples irradiated with acid contact, no degradation products were observed, but only addition products of the 1-octanol molecule to the CyMe4BTBP molecule

Gamma radiolytic stability of CyMe4BTBP and the effect of nitric acid

The highly selective nitrogen donor ligand CyMe4BTBP for An(III) separation by solvent extraction was irradiated in a 60Co γ-source under varying conditions. Organic solutions of 10 mmol/L ligand in 1-octanol were contacted with different concentrations of nitric acid to observe the influence of an aqueous phase during irradiation. In subsequent liquid-liquid extraction experiments, distribution ratios of 241Am and 152Eu were determined. Distribution ratios decreased with increasing absorbed dose when irradiation was performed in the absence of nitric acid. With addition of nitric acid, initial distribution ratios remained constant over the whole examined dose range up to 300 kGy. For qualitative determination of radiolysis products, HPLC-MS measurements were performed. The protective effect of nitric acid was confirmed, since in samples irradiated with acid contact, no degradation products were observed, but only addition products of the 1-octanol molecule to the CyMe4BTBP molecule