Utterback and Abernathy ( 1975) developed a dynamic innovation model to explain the patterns of product and process innovation and to show which types of innovation would be most strategically appropriate for firms with particular objectives. In this paper the relationships between type and/or source of innovation and a number of firmcharacteristic variables are examined. Loglinear regression is employed to determine the extent of the postulated relationships in a set of actual industry data on product innovation. The loglinear model provided results which were highly consistent with predictions made on the basis of previous research into product and process innovation.
ABSTRACt. Cognitive style, the ways in which we take in information from the environment and process that information, has been shown to influence interactions in various behavioral fields. This paper investigates whether cognitive style would impact an individual's orientation toward the customer or toward the sale, as measured by the SOCO scale. The results suggest that cognitive style can influence one's orientation. This knowledge should prove useful to sales managers in design;ng trRining programs for new sales personnel, as well as in assigning sales personnel to specific selling tasks.
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