Predicting new product sales: The post-launch performance of 215 innovators

Alfred Kleinknecht, Gerben Van Der Panne

Research output: Chapter in Book/Conference proceedings/Edited volumeChapterScientificpeer-review

Abstract

New product sales are hard to predict. Our analysis of sales performance two years after market launch reveals that three groups of factors do not increase the accuracy of predicting new product sales: (1) A firm’s general experience and experience with innovation; (2) High technological competences and strong knowledge networks; (3) Customer involvement in new product development. R&D managers should realise that experience with innovation as well as high technological competences, while possibly helpful during the development stage, do not necessarily enhance an accurate prediction of new product sales. Moreover, other than intuitively expected, networking can be ambiguous: It reduces uncertainty about future sales performance by providing information; but it may also enhance knowledge leaking to competitors, thus increasing probabilities of unexpected failure.

Original languageEnglish
Title of host publicationManaging Innovation
Subtitle of host publicationWhat Do We Know About Innovation Success Factors?
PublisherWorld Scientific Publishing
Pages91-104
Number of pages14
ISBN (Electronic)9781786346520
ISBN (Print)9781786346513
DOIs
Publication statusPublished - 2019

Fingerprint Dive into the research topics of 'Predicting new product sales: The post-launch performance of 215 innovators'. Together they form a unique fingerprint.

Cite this