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The Dimensions of Retailers'New Product Adaption


Author Info

  • Jürg Thölke

    (Delft University of Technology)

  • Erik Jan Hultink

    (Delft University of Technology)

  • Henry Robben

    (Universiteit Nyenrode, Centre for Supply Chain Management)

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    The present study focused on the factors that influenced the new product adoption decision by 197 market intermediaries of consumer durables by exploring the relative impact of 27 adoption criteria across four product categories. Next to supporting previous findings, the study significantly extended that body of knowledge in several ways. First, it included a broader scope of product categories than earlier research. Second, we focused on consumer durable rather than fast moving consumer goods. Third, the study highlighted the existence of a number of core indicators that are very important for retailers in all product categories. Finally, the study revealed six substantial dimensions underlying retailers' adoption decisions. The results suggest that product, manufacturer, strategy and retailer related factors influence the adoption decision by retailers.

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    Bibliographic Info

    Paper provided by Nyenrode Business Universiteit in its series Nyenrode Research Papers Series with number 1997-02.

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    Date of creation: 1997
    Date of revision:
    Handle: RePEc:dgr:nijrep:1997-02

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