Characteristics of the industrial distributor's innovation activities. An exploratory study

Eunsang Yoon, Gary L. Lilien

Research output: Contribution to journalArticlepeer-review

20 Scopus citations


Recent trends in industrial distribution suggest that distributors may perform an important role in various stages of product innovation from idea generation, through product design, to product launch and subsequent marketing. In this article, Eunsang Yoon and Gary Lilien review the literature and discuss the potential role of the industrial distributor as an innovation participant. An exploratory study with an Australian data base suggests that the industrial distributor performs tasks associated with market-driven product innovation (reformulation and imitative new products in particular) as effectively as the industrial manufacturer.

Original languageEnglish (US)
Pages (from-to)227-240
Number of pages14
JournalThe Journal of Product Innovation Management
Issue number3
StatePublished - Sep 1988

All Science Journal Classification (ASJC) codes

  • Strategy and Management
  • Management of Technology and Innovation


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