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Media Sales Management and New Product Innovation: An Exploratory Study
Unformatted Document Text:  MEDIA SALES AND INNOVATION 14 Fu, Frank Q., Eli Jones, and Willy Bolander (2008), “Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance,” Journal of Personal Selling & Sales Management, 28 (4), 351-364. Hollifield, C.A. and A.J. Coffey, A.J. (2006), Handbook of Media Management and Economics. Chapter 25, Qualitative research in media management and economics, Mahwah, NJ: Lawrence Erlbaum Associates, Inc. Kulvik, Hanser (1977), “Factors Underlying the Success or Failure of New Products,” University of Technology, Report no. 29, Helsinki. Porter, Michael E. (1996), “What is Strategy?” Harvard Business Review (November-December), 61-78.Rothwell, R. and M. Dodgson (1991), “External Linkages and Innovation in Small and Medium-sized Enterprises,” R&D Management, 21, 125-137. Shipley, David and David Jobber (1994), “Size Effects on Sales Management Practices of Small Firms: A Study of Industrial Distributors,” Journal of Personal Selling & Sales Management, 14 (1), 31-43. Skiera, Bernd and Sonke Albers (2008), “Prioritizing Sales Force Decision Areas for Productivity Improvements Using a Core Sales Response Function,” Journal of Personal Selling & Sales Management, 28 (2), 145-154. Slater, Stanley F. and John C. Narver (1994), “Market Orientation, Customer Value, and Superior Performance,” Business Horizons, (March-April), 22-27. Treacy, Michael and Fred Wiersema (1995), The Discipline of Market Leaders, Reading, MA: Addison- Wesley. Webster, Frederick E. Jr. (1994), Market-Driven Management, New York: Wiley.Wotruba, Thomas R. and Linda Rochford (1995), “The Impact of New Product Introductions on Sales Management Strategy,” Journal of Personal Selling & Sales Management, 15 (1), 35-51. Table 1. Depth Interview Participant’s Profiles Respondent* Position Type of Station Interview Setting 1-25 GM A** General Manager Big 4 network In-person 1-25 OM** Operations Manager Big 4 network In-person 1-25 GM B General Manager Big 4 network Phone 26-75 GM A General Manager Big 4 network duopoly Phone 26-75 GM B General Manager Big 4 network duopoly In-person 26-75 ES Engineering Supervisor Independent In-person 76-125 GM A General Manager 1 Big 4 & 1 smaller network In-person 76-125 GM B General Manager 1 Big 4 & 1 smaller network In-person 126+ GM General Manager 1 Big 4 & 1 smaller network In-person *The names consist of the D.M.A. size followed by an abbreviation of the title plus a letter (in some cases) to distinguish one station executive from another.**These two executives represented the same station.

Authors: Holmes, Todd.
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Fu, Frank Q., Eli Jones, and Willy Bolander (2008), “Product Innovativeness, Customer Newness, and 
New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling 
Intentions on New Product Performance,” Journal of Personal Selling & Sales Management, 28 
(4), 351-364.
Hollifield, C.A. and A.J. Coffey, A.J. (2006), Handbook of Media Management and Economics. 
Chapter 25, Qualitative research in media management and economicsMahwah, NJ: Lawrence 
Erlbaum Associates, Inc.
Kulvik, Hanser (1977), “Factors Underlying the Success or Failure of New Products,” University of 
Technology, Report no. 29, Helsinki.
Porter, Michael E. (1996), “What is Strategy?” Harvard Business Review (November-December), 61-78.
Rothwell, R. and M. Dodgson (1991), “External Linkages and Innovation in Small and Medium-sized 
Enterprises,” R&D Management, 21, 125-137.
Shipley, David and David Jobber (1994), “Size Effects on Sales Management Practices of Small Firms: 
A Study of Industrial Distributors,” Journal of Personal Selling & Sales Management, 14 (1), 
Skiera, Bernd and Sonke Albers (2008), “Prioritizing Sales Force Decision Areas for Productivity 
Improvements Using a Core Sales Response Function,” Journal of Personal Selling & Sales 
, 28 (2), 145-154.
Slater, Stanley F. and John C. Narver (1994), “Market Orientation, Customer Value, and Superior 
Performance,” Business Horizons, (March-April), 22-27.
Treacy, Michael and Fred Wiersema (1995), The Discipline of Market Leaders, Reading, MA: Addison-
Webster, Frederick E. Jr. (1994), Market-Driven Management, New York: Wiley.
Wotruba, Thomas R. and Linda Rochford (1995), “The Impact of New Product Introductions on Sales 
Management Strategy,” Journal of Personal Selling & Sales Management, 15 (1), 35-51. 
Table 1.
Depth Interview Participant’s Profiles
Type of Station 
1-25 GM A**
General Manager
Big 4 network 
1-25 OM**
Operations Manager
Big 4 network
1-25 GM B
General Manager
Big 4 network
26-75 GM A
General Manager
Big 4 network duopoly
26-75 GM B
General Manager
Big 4 network duopoly
26-75 ES
Engineering Supervisor
76-125 GM A
General Manager
1 Big 4 & 1 smaller network        In-person
76-125 GM B
General Manager
1 Big 4 & 1 smaller network        In-person
126+ GM
General Manager
1 Big 4 & 1 smaller network        In-person
*The names consist of the D.M.A. size followed by an abbreviation of the title plus a letter (in some cases) to distinguish one 
station executive from another.
**These two executives represented the same station.

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