Innovation’s Second Step

Andrew R. Thomas and Timothy J. Wilkinson

Chapter Chapter 7 in The Customer Trap, 2015, pp 91-116 from Springer

Abstract: Abstract According to the textbooks, sales and distribution should be approached from the perspective of customer needs. An individual or company simply wants the product to be available at a certain time and place, in the correct quantity and at the right price. While unassailable from the customer’s point of view, this perspective ignores the interests of innovating companies, which often conflict with those of the customer, particularly as innovators move through the vulnerable scaling-up process and the “customer” becomes more than 10 percent of total revenue.

Keywords: Distribution Channel; Wall Street Journal; Distribution Strategy; Store Brand; Channel Member (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0385-9_7

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DOI: 10.1007/978-1-4842-0385-9_7

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