Innovation and the Sales Manager

Abstract

This article looks at how capital equipment innovations are adopted. The reception of innovations by adoptors and non‐adoptors provides “profiles” of the characteristics of innovations, which can highlight good selling features and identify markets.

Citation

Hayward, G. and Masterson, J. (1987), "Innovation and the Sales Manager", Management Decision, Vol. 25 No. 4, pp. 52-56. https://doi.org/10.1108/eb001463