How to improve new product performance through customer relationship management and product development management: evidence from China

Yan, Jianhui; Zheng, Yu; Bao, Jiaxin; Lu, Chongyu; Yang, Zhi; Feng, Chulan

doi:10.1108/jbim-05-2019-0190

Cited by 22 publications

(23 citation statements)

References 129 publications

(196 reference statements)

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“…Undesirably, these strategies remained unsuccessful and during the period, the frequency of obesity and overweight rose to 177% [ 9 ]. Healthy and sustainable organic products using various technologies have been introduced in emerging markets [ 10 ]. Healthy product development is the degree to which ecological issues should be recognized developing of such products [ 11 ].…”

Section: Introductionmentioning

confidence: 99%

Contrariwise obesity through organic food consumption in Malaysia: a signaling theory perspective

et al. 2022

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Background: the context and purpose of the study Unhealthy food consumption has raised an alarming situation of obesity among Asian nations and posing serious threats to human health. Recent studies have acknowledged that organic food consumption has been contrariwise associated with obesity. The consumption of healthy food has received research attention in social marketing and several antecedents and consequences have been identified. However, to date, there is a void in literature that how social, individual, and marketing elements together tradeoff in predicting a healthy lifestyle. Thus, the current investigation unfolds the antecedents of healthy foods’ adoption in Asia by integrating the brand signaling and theory of planned behavior. Methods The data of 241 respondents were collected from selected social media Facebook communities through a survey using assessed 42 questions. For this purpose, participants’ Facebook accounts were selected from the online healthy communities such as ‘Diet Suku Suku Separuh’ (469,000 followers), ‘Hiking, and Camping around Malaysia’ (351,200 followers), and ‘Healthy Malaysia’ (332 followers). The enumerator also engaged with the online community by liking posts and following health accounts. Results The data was analyzed using PLS (SEM) approach, the outcomes of hypotheses revealed interesting information that health consciousness not significantly predicts the purchase intention of healthy food. All antecedents were significant contributors to the prediction of foods’ purchase intentions in this study. However, the findings indicated that no positive relationship exists between brand image identifications and brand credibility identifications, and healthy foods’ purchase intentions identifications. The findings also indicated that no positive relationship exists between health consciousness identifications and healthy foods’ purchase intentions identifications. Conclusions: (summary and potential implications) Owing to the perilous increase in obesity among the general public in Asia. This study reinforced the factor that can help in the adoption of a healthy lifestyle. The study validated that a healthy lifestyle is reliant on the consumers’ health consciousness, environmental concern, and innovativeness through motivating the consumers’ healthy foods’ purchase intentions. Surprisingly, the results highlighted that respondents have not identified brand image and credibility as an antecedent of purchase intention. Given that organic food brands are somewhat new in Asian markets and therefore, brands must endure crisis marketing practices to improve their brand recognition. Therefore, policymakers must facilitate the food promotional activities that are critical to enhancing the perceived benefits of organic food to combat issues like obesity. This paper offers a foundation for future empirical investigations in Asia and various stakeholders on how to promote a healthy lifestyle in Asia. Specifically, the results will help policymakers to offer positive policies and procedures for the improvement of a healthy lifestyle through the understanding of the antecedents and consequences of health-conscious consumers’ healthy foods’ purchase intentions.

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Section: Introductionmentioning

confidence: 99%

Contrariwise obesity through organic food consumption in Malaysia: a signaling theory perspective

et al. 2022

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“…need to also be considered. Traditionally customer needs and demand initiate the NPD process, and also company's internal strategy, technologies and capabilities are increasingly important drivers (Harmancioglu et al, 2007;Majava et al, 2013), especially product development capabilities (Tatikonda and Montoya-Weiss, 2001;Yan et al, 2021). Successful NPD needs to consider twofold information and knowledge flows, from later life-cycle phases to the fuzzy front end (Design for Excellence) (Lehto et al, 2011) and also from NPD to later life-cycle phases (Capability Creation) (Tolonen et al, 2017).…”

Section: Introductionmentioning

confidence: 99%

Sales capability creation during new product development – early involvement of sales

Annunen

Mustonen

Härkönen

et al. 2021

JBIM

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Purpose This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part of NPD and to propose a necessary process by defining key activities for sales readiness. Design/methodology/approach An inductive and qualitative research method was used to construct a sales capability creation process based on a current state analysis in seven companies. Findings The results indicate that the status of companies’ sales-related planning varies during the NPD, and the related activities are not systematically managed. Considering sales early is necessary to enable a smooth and cost-efficient start of sales, and to avoid unnecessary delays and problems in other functions. At the same time, the companies recognise the need for improvement. Originality/value This paper presents a potential process including systematic activities for creating sales capability in conjunction with product development, which is novel to the literature. The proposed process is applicable in aligning industrial company needs.

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“…First, the results of this study affirmed the positive impact of Internet market innovation on performance and found the marginal conditions for innovation to performance. According to the theory of innovation, innovation has positive significance to enterprises [14,15]. Market innovation and technological innovation are two research routes of innovation [16][17][18][19].…”

Section: Discussionmentioning

confidence: 99%

“…Innovation refers to the introduction of new technologies, products, services, marketing concepts, systems, and management methods to stimulate a company's economic performance [13]. Innovation is generally considered as an important driving force for the success of enterprises [14,15]. Innovation is of great significance for sustainable development of enterprises [15].…”

Section: Internet Market-based Innovationmentioning

confidence: 99%

Will Internet Market Newness Improve Performance? An Empirical Study on the Internet Market Innovation of Offline Retailers in China

Cheng

Chen

et al. 2021

Sustainability

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With the increasing impact of the Internet, the transformation of traditional retailers through Internet innovation has become a pressing issue. Based on the theory of innovation and marketing capability, this study investigated the relationships among adaptive marketing capability (AMC), Internet market newness, and innovation performance. The mediation effect of compromise on these relationships was also investigated. Through data analysis of 205 questionnaires in China, the current study confirmed that interaction between AMC and Internet market newness significantly affected innovation performance, and Internet market newness positively affected performance only when AMC was high. The results also demonstrated that compromise mediated the interaction with performance. AMC moderated not only the direct effects on performance by Internet market newness, but the effects on compromise by Internet market newness.

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How to improve new product performance through customer relationship management and product development management: evidence from China

Cited by 22 publications

References 129 publications

Contrariwise obesity through organic food consumption in Malaysia: a signaling theory perspective

Contrariwise obesity through organic food consumption in Malaysia: a signaling theory perspective

Sales capability creation during new product development – early involvement of sales

Will Internet Market Newness Improve Performance? An Empirical Study on the Internet Market Innovation of Offline Retailers in China

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