Using Industrial Trade Shows to improve New Product Development

Abstract

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 recommendations for the conducting of new product research at trade shows and concludes that while not a substitute for traditional NPD research methods due to cost limitations and the different types of attendees present at various events, good opportunities exist for industrial exhibitors to use NPD stages such as idea generation, screening and testing at trade shows rather than concentrating on the commercialization of new products.

Citation

Bello, D.C. and Barczak, G.J. (1990), "Using Industrial Trade Shows to improve New Product Development", Journal of Business & Industrial Marketing, Vol. 5 No. 2, pp. 43-56. https://doi.org/10.1108/EUM0000000002744