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The Mechanisms of Formation of Demand in the High-Tech Products Market


  • Elena Derunova

    (Russian Presidential Academy of National Economy and Public Administration, Moscow, RF 119571)

  • Alexandr Semenov

    (Peoples’ Friendship University of Russia, Moscow, RF 117198,)

  • Olga Balash

    (Saratov State University, Saratov, RF 410012)

  • Anna Firsova

    (Saratov State University, Saratov, RF 410012)


Currently, high technologies are a key factor and catalyst for technological modernization of the Russian economy. Effective management and development of high technologies market is the key to the transition from commodity to high-tech development. The article considers the factors influencing the dynamics of the demand for high technologies in the light of scientific and technical progress. The indicators of competitiveness of high technologies on Russian and foreign markets is studied, developed approaches to generate demand for high technologies and conceptual model of sales management of innovation technology products. Scorecard to build a matrix of decision making in marketing is justified and generated sales management mechanisms of high technologies on the market high-tech products and presents practical advice on creating demand for high technologies in the B2B market.

Suggested Citation

  • Elena Derunova & Alexandr Semenov & Olga Balash & Anna Firsova, 2016. "The Mechanisms of Formation of Demand in the High-Tech Products Market," International Journal of Economics and Financial Issues, Econjournals, vol. 6(1), pages 96-102.
  • Handle: RePEc:eco:journ1:2016-01-13

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    References listed on IDEAS

    1. Polterovich, Victor & Tonis, Alexander, 2003. "Innovation and Imitation at Various Stages of Development," MPRA Paper 20065, University Library of Munich, Germany.
    2. Smith, Aaron & Naik, Prasad A. & Tsai, Chih-Ling, 2006. "Markov-switching model selection using Kullback-Leibler divergence," Journal of Econometrics, Elsevier, vol. 134(2), pages 553-577, October.
    3. Wendy Carlin & Jonathan Haskel & Paul Seabright, 2001. "Understanding ‘The Essential Fact about Capitalism’: Markets, Competition and Creative Destruction," National Institute Economic Review, National Institute of Economic and Social Research, vol. 175(1), pages 67-84, January.
    4. Nickell, Stephen & Nicolitsas, Daphne & Dryden, Neil, 1997. "What makes firms perform well?," European Economic Review, Elsevier, vol. 41(3-5), pages 783-796, April.
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    Cited by:

    1. Elena Anatol’evna Derunova & Irina Nikolayevna Filatova & Alexandr Sergeevich Semenov & Vladimir Alexandrovich Derunov, 2017. "Investigation of Various Prediction Models of Demand on the Market of Innovations," International Review of Management and Marketing, Econjournals, vol. 7(1), pages 112-118.

    More about this item


    High Technology; High-Tech Product; Marketing of High Technologies; Innovation; Consumer Behavior; Formation of Demand; Economic Growth;

    JEL classification:

    • O - Economic Development, Innovation, Technological Change, and Growth
    • O3 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights
    • Q55 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Environmental Economics - - - Environmental Economics: Technological Innovation


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