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Article
Publication date: 1 March 1994

C. Anthony Di Benedetto, Roger J. Calantone and Victor Raj

Expert systems are computer systems, built through interaction with actual experts, that mimic human experts within a narrow domain. This paper describes the development…

Abstract

Expert systems are computer systems, built through interaction with actual experts, that mimic human experts within a narrow domain. This paper describes the development of an expert system, NEWPRODEX, designed to screen industrial product concepts, identify potential financial successes, and diagnose opportunities for concept enhancement to improve its chances of success on the international marketplace. A running example illustrating a sample application of the NEWPRODEX system is provided. The concluding section discusses directions for model improvement.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 6 no. 3
Type: Research Article
ISSN: 1355-5855

Article
Publication date: 1 March 1993

Geoffrey L. Gordon, Roger J. Calantone, C. Anthony di Benedetto, Geoffrey L. Gordon, Roger J. Calantone and C. Anthony di Benedetto

Posits a stagewise learning process involved in the building ofbrand equity: brand birth; the creation of brand awareness andassociations; the building of quality and…

2187

Abstract

Posits a stagewise learning process involved in the building of brand equity: brand birth; the creation of brand awareness and associations; the building of quality and value perceptions; the emergence of brand loyalty; and the launching of brand extensions. Also reports on an empirical study which explored the evolution, existence and extensibility of brand equity in a particular business‐to‐business market. Concludes with practical implications for managers in business‐to‐business product or service firms.

Details

Journal of Product & Brand Management, vol. 2 no. 3
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 18 May 2021

Zafar Husain, Mumin Dayan, Sushil and C. Anthony Di Benedetto

This study aims to develop and empirically examine a model that investigates the mediating role of technology development capability (TDC) on the relationship between…

Abstract

Purpose

This study aims to develop and empirically examine a model that investigates the mediating role of technology development capability (TDC) on the relationship between customer focus (CF) and technology leadership (TL).

Design/methodology/approach

The analysis and interpretation of a partial least square model include the following two stages: the first stage focuses on assessing the reliability and validity of the measurement model, while the second pertains to evaluating the structural model.

Findings

The general understanding prevailing in practice and literature is that management sponsorship (MS) has a positive impact on the relationship between CF and TDC. It is also generally understood that MS has a positive impact on TL initiatives. However, the findings of this study contradict these assumptions. Specifically, the study indicates that MS has a negative moderating effect on CF and technology development capabilities, and has no impact on CF and TL relationships.

Originality/value

CF, TDC and MS, and their interplay and impact in enhancing firms’ TL position, have not been explored thus far in an integrated manner in the context of the automobile industry in developing countries. The research relating to CF, technology development capabilities, technology innovation capabilities, MS and TL reported in the literature has drawn inferences from case studies, anecdotal evidence and experiences of industry leaders, experts and consultants. This study attempts to fill the gaps mentioned above by presenting and testing a new moderated mediation model that shows the relationship between CF, TDC, MS and TL.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 6 February 2007

Roger J. Calantone and C. Anthony Di Benedetto

The purpose of this paper is to examine the interaction of pricing strategies with other aspects of launch, in particular, timing, logistics/inventory strategy, and…

7801

Abstract

Purpose

The purpose of this paper is to examine the interaction of pricing strategies with other aspects of launch, in particular, timing, logistics/inventory strategy, and coordination with support organizations, and the effect on profit and competitive performance.

Design/methodology/approach

The paper presents an empirical study of 215 recent new product launches, focusing on pricing and other strategic and tactical launch decisions and the resulting profitability and competitive performance. Clusters of new product launches are identified and the profitability and competitiveness of each cluster are discussed.

Findings

The paper finds that some clusters are related to greater success than others. The most profitable and competitively successful cluster contained launches supported by solid market research and marked by good timing decisions. By contrast, the least profitable/successful cluster were higher price launches unsupported by adequate research.

Research limitations/implications

The study is limited by the fact that the sampling frame is made up of members of a professional association of product development and management, and may therefore be more representative of “best practice” in new product development (NPD) than of NPD in general. The authors believe the use of the key informant method is justified in this study, however this method has been criticized in the past.

Originality/value

The pricing decision for a new product is sometimes oversimplified as a “high‐low” or “skimming versus penetration” choice. The study finds that the actual effect of pricing on ultimate success is much more complex, and that one must consider not only price level, but also the timing of the launch, the logistics and inventory strategy, the extent of market research, testing, and planning, and so forth.

Details

Journal of Business & Industrial Marketing, vol. 22 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 January 1993

Geoffrey L. Gordon, Roger J. Calantone and C. Anthony di Benedetto

Business‐to‐business service marketing has received comparativelyless attention in the academic literature than business‐to‐businessproduct marketing; much of the service…

9810

Abstract

Business‐to‐business service marketing has received comparatively less attention in the academic literature than business‐to‐business product marketing; much of the service marketing literature discusses the ways in which services and products are different. Compares service marketing to product marketing in the industrial sector from the perspective of customer value creation. Results of a study of managers in the telecommunications industry provide some insight into criteria used by customers to evaluate services and products. According to the results, more similarities than differences exist between service and product marketing in the industrial sector. Managerial implications of this finding are presented.

Details

Journal of Business & Industrial Marketing, vol. 8 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 March 1993

Geoffrey L. Gordon, Roger J. Calantone, C. Anthony di Benedetto and Peter F. Kaminski

Examines how the business products‐marketing firm acquiresknowledge about its customers. Objectives include identifying the mosteffective means by which organizations can…

Abstract

Examines how the business products‐marketing firm acquires knowledge about its customers. Objectives include identifying the most effective means by which organizations can acquire customer knowledge, and the specific kind of knowledge which firms should strive to possess about their customers in order to create value. Puts forward two key premisses regarding where customer knowledge acquisition efforts should lie, and what the results of these activities should be. Presents the results of an empirical study conducted in the telecommunications industry on this topic. Concludes by drawing managerial implications.

Details

Journal of Product & Brand Management, vol. 2 no. 3
Type: Research Article
ISSN: 1061-0421

Keywords

Book part
Publication date: 21 August 2012

Shih-Ching Wang, Primidya K. Soesilo, Dan Zhang and C. Anthony Di Benedetto

Luxury goods manufacturers may find it profitable to enter a different demographic segment, and several strategies are available to do so. Nevertheless, such market…

Abstract

Luxury goods manufacturers may find it profitable to enter a different demographic segment, and several strategies are available to do so. Nevertheless, such market expansion can be risky, and the luxury goods company must avoid tarnishing the equity contained in the luxury brand. This study examines the effects of a co-branding strategy between luxury brands and retailers on consumers’ evaluation of the luxury brand's image. We use information integration theory (IIT) as the basis for our study, as it can be used to explore how attitudes are formed and changed as new information is combined with existing cognitions and thoughts. A theoretical model based on IIT is built and empirically tested using a sample of 240 Taiwanese adult consumers. We conduct an experimental survey study in which we manipulate luxury brand familiarity and product and brand fit between luxury brand and the co-brand, and assess prior-attitudes and post-attitudes toward the luxury brand and attitudes toward the co-brand. We find support for many of our hypotheses: prior-attitudes toward the luxury brand is positively related to the attitude toward the co-brand, brand fit is related to attitudes toward the co-brand, and brand fit is marginally related to the post-attitude toward the luxury brand. Other hypotheses, however (such as those regarding product fit) were not supported. We conclude by discussing our theoretical and managerial contributions.

Details

Interdisciplinary Approaches to Product Design, Innovation, & Branding in International Marketing
Type: Book
ISBN: 978-1-78190-016-1

Keywords

Content available

Abstract

Details

Journal of Consumer Marketing, vol. 20 no. 6
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 15 November 2011

Wooyang Kim, C. Anthony Di Benedetto and Richard A. Lancioni

The purpose of this paper is to focus on two objectives. First, to investigate how two consumer innovativeness measures (domain‐specific innovativeness (DSI) and general…

2372

Abstract

Purpose

The purpose of this paper is to focus on two objectives. First, to investigate how two consumer innovativeness measures (domain‐specific innovativeness (DSI) and general innovativeness (GI)) in a highly globalized product market (i.e. laptop computer) are related to two widely used demographics, country and gender. Second, to examine how innovativeness affects a series of consumer decisions such as information search, opinion dependency, and store choice.

Design/methodology/approach

The authors build a conceptual model linking two important demographics (i.e. country and gender) and consumer innovativeness (both DSI and GI), and test it using binomial logistic regression, with a sample of 614 respondents from Korea, China, and the USA.

Findings

Results are generally consistent with the authors' hypotheses. The two consumer innovativeness measures are significantly influenced by the two demographic factors, and product‐specific innovativeness shows more plausible results than GI. Furthermore, consumers' decision processes were found to have idiosyncratic patterns regarding consumer innovativeness and the two demographic moderators.

Research limitations/implications

The study may have demographical bias for two reasons: use of only limited metropolitan samples and a somewhat unbalanced sample in gender and occupation.

Practical implications

In the early stage of new product launch, DSI will be dominantly useful in market segmentation and targeting rather than GI. However, management should not overlook variability of countries and genders since consumers show idiosyncratic patterns in their decision processes.

Originality/value

The paper explores the field of consumer innovativeness studies using comparison of the two dimensions of consumer innovativeness measurements. Also, the study reconfirms the importance of demographics on consumers' decisions in the early stage of highly globalized product markets.

Article
Publication date: 10 July 2007

Wayne S. DeSarbo, C. Anthony Di Benedetto and Michael Song

The resource‐based view (RBV) of the firm has gained much attention in recent years as a means to understand how a strategic business unit obtains a sustainable…

3154

Abstract

Purpose

The resource‐based view (RBV) of the firm has gained much attention in recent years as a means to understand how a strategic business unit obtains a sustainable competitive advantage. In this framework, several research studies have explored the relationships between resources/capabilities and firm performance. This paper seeks to extend this line of research by explicitly modeling the heterogeneity of such relations across firms in various different industries in exploring the interrelationships between capabilities and performance.

Design/methodology/approach

A unique latent structure regression model is developed to provide a discrete representation of this heterogeneity in terms of different clusters or groups of firms who employ different paths to achieve firm performance vis‐à‐vis alternative capabilities. An application of the proposed methodology to a sample of 216 US firms were provided.

Findings

Finds that the derived four group latent structure regression solution statistically dominates the one aggregate sample regression function. Substantive interpretation for the findings is provided.

Originality/value

The paper contributes to the understanding of the performance effects of investing in capabilities in the RBV framework, which has previously been lacking, especially in the areas of information technology capabilities.

Details

Journal of Modelling in Management, vol. 2 no. 2
Type: Research Article
ISSN: 1746-5664

Keywords

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