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Determinants of new product selling performance: an empirical examination in The Netherlands

Erik Jan Hultink (Erik Jan Hultink is an Associate Professor of Marketing at the Faculty of Design, Engineering and Production, Delft University of Technology, Delft, The Netherlands.)
Kwaku Atuahene‐Gima (Kwaku Atuahene‐Gima is an Associate Professor of Marketing at the City University of Hong Kong, Kowloon, Hong Kong.)
Iris Lebbink (Iris Lebbink is a Research Assistant at the Faculty of Design, Engineering and Production, Delft University of Technology, Delft The Netherlands.)

European Journal of Innovation Management

ISSN: 1460-1060

Article publication date: 1 March 2000

Abstract

Although several studies have suggested that the salesforce is a major contributing factor to new product success, few studies have focused on the role of sales managers and salespeople in new product launch, particularly with respect to its relation with performance in new product selling. This article decribes the results of an empirical investigation into the determinants of new product selling performance. The results show that product newness to the firm, market volatility, resource inadequacy and behavior reward are related inversely to new product selling performance, whereas feedback provided by the sales manager, new product complexity, salesforce new product selling experience and output reward are related positively to sales performance.

Keywords

Citation

Jan Hultink, E., Atuahene‐Gima, K. and Lebbink, I. (2000), "Determinants of new product selling performance: an empirical examination in The Netherlands", European Journal of Innovation Management, Vol. 3 No. 1, pp. 27-36. https://doi.org/10.1108/14601060010305238

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MCB UP Ltd

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