Characteristics of the Industrial Distributor's Innovation Activities
Authors:
- Eunsang YoonEYEunsang Yoon
- Gary L. LilienGLGary L. Lilien
- 23 September 1988
- journal article
- Published by Wiley in Journal of Product Innovation Management
- Vol. 5 (3) , 227-240
Abstract
Recent trends in industrial distribution suggest that distributors may perform an important role in various stages of product innovation from idea generation, through product design, to product launch and subsequent marketing. In this article, Eunsang Yoon and Gary Lilien review the literature and discuss the potential role of the industrial distributor as an innovation participant. An exploratory study with an Australian data base suggests that the industrial distributor performs tasks associated with market‐driven product innovation (reformulation and imitative new products in particular) as effectively as the industrial manufacturer.Keywords
This publication has 12 references indexed in Scilit:
- Keys to new product success and failureIndustrial Marketing Management, 1987
- Interrelations among a Channel Entity's Power Sources: Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legitimate Power SourcesJournal of Marketing Research, 1986
- Industrial distributor selling: The roles of outside and inside salesIndustrial Marketing Management, 1986
- How new product strategies impact on performanceJournal of Product Innovation Management, 1984
- A Model of the Distributor's Perspective of Distributor-Manufacturer Working RelationshipsJournal of Marketing, 1984
- The Theory of Power and Conflict in Channels of DistributionJournal of Marketing, 1984
- Trends affecting industrial distributorsIndustrial Marketing Management, 1980
- The Role of the Industrial Distributor in Marketing StrategyJournal of Marketing, 1976
- The Computer, Personal Selling, and Sales ManagementJournal of Marketing, 1975
- Conflict Measurement in the Distribution ChannelJournal of Marketing Research, 1971