Supermarket buyer evaluations of hypothetical new products: an empirical analysis
Despite large increases in the number of new consumer product introductions, little attention has been paid to the integral role of the buyer intermediary. Although previous research by the authors has confirmed various hypotheses on the influence of relevant variables on channel intermediaries'...
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| Veröffentlicht in: | Agribusiness (New York, N.Y.) N.Y.), 1995, Vol.11 (1), p.21-33 |
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| creator | Rao, Vithala R. McLaughlin, Edward W. Hawkes, Gerard F. |
| description | Despite large increases in the number of new consumer product introductions, little attention has been paid to the integral role of the buyer intermediary. Although previous research by the authors has confirmed various hypotheses on the influence of relevant variables on channel intermediaries' decisions to accept a new product, it could not capture the range of options of a new product's decision environment. This article augments past research by analyzing buyers' accept/reject recommendations for a large number of hypothetical new products. Logistic regression analyses of these data confirmed certain past results: product decisions are found to vary as a function of buyer/product category, gross margin, and product uniqueness. New findings, however, suggest that overall vendor marketing strategy encompasses the most important set of individual attributes influencing buyers' decisions. Manufactures would increase the probability of having new products accepted by selecting the optimal levels of the various marketing strategy variables. |
| doi_str_mv | 10.1002/1520-6297(199501/02)11:1<21::AID-AGR2720110104>3.0.CO;2-X |
| format | Article |
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Statistics Div</creatorcontrib><description>Despite large increases in the number of new consumer product introductions, little attention has been paid to the integral role of the buyer intermediary. Although previous research by the authors has confirmed various hypotheses on the influence of relevant variables on channel intermediaries' decisions to accept a new product, it could not capture the range of options of a new product's decision environment. This article augments past research by analyzing buyers' accept/reject recommendations for a large number of hypothetical new products. Logistic regression analyses of these data confirmed certain past results: product decisions are found to vary as a function of buyer/product category, gross margin, and product uniqueness. New findings, however, suggest that overall vendor marketing strategy encompasses the most important set of individual attributes influencing buyers' decisions. 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Statistics Div</creatorcontrib><title>Supermarket buyer evaluations of hypothetical new products: an empirical analysis</title><title>Agribusiness (New York, N.Y.)</title><addtitle>Agribusiness</addtitle><description>Despite large increases in the number of new consumer product introductions, little attention has been paid to the integral role of the buyer intermediary. Although previous research by the authors has confirmed various hypotheses on the influence of relevant variables on channel intermediaries' decisions to accept a new product, it could not capture the range of options of a new product's decision environment. This article augments past research by analyzing buyers' accept/reject recommendations for a large number of hypothetical new products. Logistic regression analyses of these data confirmed certain past results: product decisions are found to vary as a function of buyer/product category, gross margin, and product uniqueness. New findings, however, suggest that overall vendor marketing strategy encompasses the most important set of individual attributes influencing buyers' decisions. Manufactures would increase the probability of having new products accepted by selecting the optimal levels of the various marketing strategy variables.</description><subject>achat</subject><subject>analisis estadistico</subject><subject>analyse statistique</subject><subject>circuit de commercialisation</subject><subject>comportamiento del consumidor</subject><subject>comportement du consommateur</subject><subject>compra</subject><subject>consumer behaviour</subject><subject>consumer surveys</subject><subject>Consumers</subject><subject>corrientes de mercadeo</subject><subject>Costs</subject><subject>desarrollo de un producto</subject><subject>developpement de produit</subject><subject>Efficiency</subject><subject>encuestas al consumidor</subject><subject>enquete aupres des consommateurs</subject><subject>etats unis</subject><subject>eua</subject><subject>marche</subject><subject>Market strategy</subject><subject>Marketing</subject><subject>marketing channels</subject><subject>markets</subject><subject>mercados</subject><subject>modele</subject><subject>modelos</subject><subject>planificacion</subject><subject>planification</subject><subject>planning</subject><subject>Product development</subject><subject>Product introduction</subject><subject>Public policy</subject><subject>Purchasing</subject><subject>retail marketing</subject><subject>Statistical analysis</subject><subject>Studies</subject><subject>Success</subject><subject>usa</subject><subject>Variables</subject><subject>venta al por menor</subject><subject>vente au detail</subject><issn>0742-4477</issn><issn>1520-6297</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>1995</creationdate><recordtype>article</recordtype><sourceid>X2L</sourceid><sourceid>K30</sourceid><sourceid>ABUWG</sourceid><sourceid>AFKRA</sourceid><sourceid>AZQEC</sourceid><sourceid>BENPR</sourceid><sourceid>CCPQU</sourceid><sourceid>DWQXO</sourceid><sourceid>GNUQQ</sourceid><recordid>eNqVklFv0zAUhSMEEmXwF1AED8BDunttx44LQqoK6yZNK2ObGLxcuZlDM9ImxMlK-PU4BFUaEpN4sK5lH3_32MdBMEUYIwDbx5hBJJlWL1HrGHAf2CvECb5hOJlMj95F0_lHphggAoJ4y8cwni1es-jyXjDanb0fjEAJFgmh1MPgkXPXAKAlqFFwetZWtl6b-pttwmXb2Tq0N6ZoTZOXGxeWWbjqqrJZ2SZPTRFu7Das6vKqTRs3Cc0mtOsqr39vmY0pOpe7x8GDzBTOPvlT94KLg_fns8PoeDE_mk2Po1QkQkRoVJzEsEzYElnCNEeTZBnGV0sNAjPNmVn6GyvGpNVapjJGDqlIrQHBdZbyveDFwPV-vrfWNbTOXWqLwmxs2TpSggspQTKvfPaX8rpsa2_XEWNcKo0o7hKh9o8nmO5Jz_8p4pAIhigTr_o8qNK6dK62GVV17p-4IwTqU6U-GeqToSFV6teQkBgS-VTpVqrECWi2IEaXnn04sGtb2XQH3had-Vrny590Q9x4FDddP_F0X_J-6kflh-_AOa2atUelA2qbF7b7L493Wby94btEQ5fcNfbHrov_cCQVVzF9OpkTJKf8w_mXAzrx-qeDPjMl9XdydHHmHUgA5DqO-S9B7uR7</recordid><startdate>1995</startdate><enddate>1995</enddate><creator>Rao, Vithala R.</creator><creator>McLaughlin, Edward W.</creator><creator>Hawkes, Gerard F.</creator><general>Wiley Subscription Services, Inc., A Wiley Company</general><general>John Wiley & Sons, Ltd</general><general>Wiley</general><general>Wiley Periodicals Inc</general><scope>FBQ</scope><scope>BSCLL</scope><scope>DKI</scope><scope>X2L</scope><scope>AAYXX</scope><scope>CITATION</scope><scope>ICWRT</scope><scope>K30</scope><scope>PAAUG</scope><scope>PAWHS</scope><scope>PAWZZ</scope><scope>PAXOH</scope><scope>PBHAV</scope><scope>PBQSW</scope><scope>PBYQZ</scope><scope>PCIWU</scope><scope>PCMID</scope><scope>PCZJX</scope><scope>PDGRG</scope><scope>PDWWI</scope><scope>PETMR</scope><scope>PFVGT</scope><scope>PGXDX</scope><scope>PIHIL</scope><scope>PISVA</scope><scope>PJCTQ</scope><scope>PJTMS</scope><scope>PLCHJ</scope><scope>PMHAD</scope><scope>PNQDJ</scope><scope>POUND</scope><scope>PPLAD</scope><scope>PQAPC</scope><scope>PQCAN</scope><scope>PQCMW</scope><scope>PQEME</scope><scope>PQHKH</scope><scope>PQMID</scope><scope>PQNCT</scope><scope>PQNET</scope><scope>PQSCT</scope><scope>PQSET</scope><scope>PSVJG</scope><scope>PVMQY</scope><scope>PZGFC</scope><scope>7ST</scope><scope>C1K</scope><scope>SOI</scope><scope>3V.</scope><scope>7WY</scope><scope>7WZ</scope><scope>7X2</scope><scope>7X5</scope><scope>7XB</scope><scope>87Z</scope><scope>8FE</scope><scope>8FG</scope><scope>8FH</scope><scope>8FK</scope><scope>8FL</scope><scope>ABJCF</scope><scope>ABUWG</scope><scope>AFKRA</scope><scope>ATCPS</scope><scope>AZQEC</scope><scope>BENPR</scope><scope>BEZIV</scope><scope>BGLVJ</scope><scope>BHPHI</scope><scope>CCPQU</scope><scope>DWQXO</scope><scope>FRNLG</scope><scope>F~G</scope><scope>GNUQQ</scope><scope>HCIFZ</scope><scope>K60</scope><scope>K6~</scope><scope>L.-</scope><scope>L6V</scope><scope>M0A</scope><scope>M0C</scope><scope>M0K</scope><scope>M7S</scope><scope>PATMY</scope><scope>PQBIZ</scope><scope>PQBZA</scope><scope>PQEST</scope><scope>PQQKQ</scope><scope>PQUKI</scope><scope>PRINS</scope><scope>PTHSS</scope><scope>PYCSY</scope><scope>Q9U</scope><scope>7TA</scope><scope>8FD</scope><scope>JG9</scope></search><sort><creationdate>1995</creationdate><title>Supermarket buyer evaluations of hypothetical new products: an empirical analysis</title><author>Rao, Vithala R. ; 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Statistics Div</aucorp><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Supermarket buyer evaluations of hypothetical new products: an empirical analysis</atitle><jtitle>Agribusiness (New York, N.Y.)</jtitle><addtitle>Agribusiness</addtitle><date>1995</date><risdate>1995</risdate><volume>11</volume><issue>1</issue><spage>21</spage><epage>33</epage><pages>21-33</pages><issn>0742-4477</issn><eissn>1520-6297</eissn><coden>AGRBEY</coden><abstract>Despite large increases in the number of new consumer product introductions, little attention has been paid to the integral role of the buyer intermediary. Although previous research by the authors has confirmed various hypotheses on the influence of relevant variables on channel intermediaries' decisions to accept a new product, it could not capture the range of options of a new product's decision environment. This article augments past research by analyzing buyers' accept/reject recommendations for a large number of hypothetical new products. Logistic regression analyses of these data confirmed certain past results: product decisions are found to vary as a function of buyer/product category, gross margin, and product uniqueness. New findings, however, suggest that overall vendor marketing strategy encompasses the most important set of individual attributes influencing buyers' decisions. Manufactures would increase the probability of having new products accepted by selecting the optimal levels of the various marketing strategy variables.</abstract><cop>New York</cop><pub>Wiley Subscription Services, Inc., A Wiley Company</pub><doi>10.1002/1520-6297(199501/02)11:1<21::AID-AGR2720110104>3.0.CO;2-X</doi><tpages>13</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0742-4477 |
| ispartof | Agribusiness (New York, N.Y.), 1995, Vol.11 (1), p.21-33 |
| issn | 0742-4477 1520-6297 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_743466062 |
| source | RePEc; Periodicals Index Online; EBSCOhost Business Source Complete; Access via Wiley Online Library |
| subjects | achat analisis estadistico analyse statistique circuit de commercialisation comportamiento del consumidor comportement du consommateur compra consumer behaviour consumer surveys Consumers corrientes de mercadeo Costs desarrollo de un producto developpement de produit Efficiency encuestas al consumidor enquete aupres des consommateurs etats unis eua marche Market strategy Marketing marketing channels markets mercados modele modelos planificacion planification planning Product development Product introduction Public policy Purchasing retail marketing Statistical analysis Studies Success usa Variables venta al por menor vente au detail |
| title | Supermarket buyer evaluations of hypothetical new products: an empirical analysis |
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