Explores the problems of marketing a new material to raise main demand in traditionally stable markets, and examines nine companies in depth in the steel, aluminium and plastics industries. Concerns itself with this critical functional area of the initial market development of new industrial...

Suggests that cultural anthropological analysis affords a neglected tool for new product design and product improvement and this helps to minimise complexity and improve market effectiveness. States there are three objectives herein: examines the type of market where economic data alone may not...

Specifies that the case for formal analysis of new product proposals is founded on the assumption that, to a large extent, the current high rate of failure is attributable to lack of scientific new product planning. Subscribes to this assumption and develops its analysis in the context of the...

Indicates the ways in which manufacturers can overcome resistance to new products and states that, in response to the risk which most consumer perceive in spending large amounts of money on an unfamiliar product, manufacturers tend to keep to new product ranges which are, apparently, similar to...

Analyses the freightliner container system with the inception of British Rail's development of its land‐based system. Examines, from the point of view of new product marketing, the development of freightliner marketing strategies. Purports that it is clear that the railway can in no sense be...

Examines Britain's export intelligence, starting with Board of Trade's evaluation of the world market for a new product. Questions the Board of Trade's split in responsibility between its home duties and those of the diplomatic service aboard and the effect this has on interpretation of results....

Presents the results of research into a risk reduction technique for the introduction of new products called test marketing. Suggests that innovation should not end with the manufacturer, but be continued by the distributor and also the consumer, which test marketing allows. Attributes high...

Discusses repeat‐buying in terms of a case history of a non‐durable product. Measures the repeat‐buying behaviour by means of a survey carried out for the Market Analysis and Evaluation Grant, Unilever. Reveals how repeat‐buying of a new brand soon reaches a par with its competitors.

Reports the results of a research project into the marketing communications tools used during the launching of 100 new retail financial products – 58 non‐innovative and 42 innovative – and it is part of a broader study conducted on the development and launching practices of new financial...

How companies orchestrate the activities surrounding the development and launch of a new product or service has been shown to have a critical impact on new service performance. Most service companies, including those in the industrial financial sector, have little in the way of a highly...