Developing Hi-Tech Industrial Products for World Markets

Igal Ayal, Joel Raban

Research output: Contribution to journalArticlepeer-review


The innovation process for 81 industrial products, developed and launched internationally by 55 Israeli electronic and chemical manufacturers between 1980–1985 was investigated. Performance of 25 preparatory marketing activities listed in the context of an innovation process model was studied. Factor analysis and cluster analysis were used to identify four total activity patterns. These patterns were found to be significantly correlated with economic success: best performers were the clusters identified as market guided developers and systematic planners. While the preparatory marketing activity patterns are related to firm characteristics, market/product characteristics and technological process characteristics the major inter-cluster differences appear to arise from managerial practice and market strategy rather than external characteristics.

Original languageEnglish
Pages (from-to)177-184
Number of pages8
JournalIEEE Transactions on Engineering Management
Issue number3
StatePublished - Aug 1990


  • Product innovation process
  • R&D marketing interface
  • hi-tech exports
  • hi-tech product development
  • new product success factors


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