Purpose – Inter‐organizational arrangements are increasingly playing an important role in new product development (NPD). This article aims to investigate the links among power, risk, and governance in these kinds of relationships. Design/methodology/approach – The authors investigated the...

Two trends confront managers in the 1990s. Technology will become increasingly important, and firms will tend to become more “market‐oriented”. This will pose considerable challenge to managers responsible for the development and commercialization of new products. Argues that traditional...

Proposes an increasing role for the salesforce in the new product development process. Describes how the sales job itself has been evolving toward one of relationship building with customers, and how marketplace and economic changes such as globalization and large debt have caused firms to look...

Observes that most research surrounding the international performance of companies has revolved around their export intensity. Takes the view that, although exports are certainly an important component of globalization, this concept ignores a significant proportion of a company′s global...

Identifies and compares characteristics of firms in the telecommunications industry who have high new product performance. Performance comprises two dimensions: impact of new products on the company and goal performance. Explore profiles of high performance firms with regard to how they organize...

Focusses on the use of target costing for new product development. This approach concentrates on determining costs for a product during the planning and design stage. Also describes the use of cross‐functional teams made up of industrial marketers, cost accountants and others critical to the...

Explores the importance of several regimes of new product development activities using multiple statistical techniques on two different data sets collected in the USA and Canada over 12 years apart. The results were consistent across the statistical methods and across the data sets, but...

The development process for new products is critically dependent on customer‐generated new product ideas. Although several conduits exist for identifying and communicating these ideas, by far the most productive one is the organization’s salesforce. While the integral role of salespeople as...

Takes a company study approach examining a division of 3M, focusing on the development and commercialization of various new technologies and ew products. Describes the use of Cross‐Functional Teams in the development process, which itself is considered as consisting of four key stages, which...

Considers how research carried out during trade shows can help industrial firms to manage the new product development process. Discusses the NPD process and offers a scheme for classifying trade fairs, thus making the selection of appropriate events easier for the industrial marketer. Develops...