MARKET FOR SOLAR COOLING: PERCEPTIONS, RESPONSE AND STRATEGY IMPLICATIONS.

Jean Marie Choffray, Gary L. Lilien

Research output: Contribution to journalArticle

1 Citation (Scopus)

Abstract

This paper evaluates market reaction to the solar cooling concept. It isolates and shows the importance of noneconomic issues, such as system modernness, reliability and power-rationing protection, on market receptivity. The paper also shows that the industrial cooling decision process typically includes a number of individuals, from engineers to top managers to outside consultants, who have different attitudes toward system characteristics and who perceive relative system advantages differently. The implication of these differences for a solar cooling marketing program is described. The analysis is positioned in the context of an industrial marketing decision support system which pinpoints areas of improvement in industrial product design and provides a meaningful basis for the development of industrial communications strategies.

Original languageEnglish (US)
Pages (from-to)209-226
Number of pages18
JournalEnergy Policy
StatePublished - Jan 1 1978

Fingerprint

Cooling
cooling
Product design
market
marketing
Marketing
decision support system
Decision support systems
Managers
communication
Engineers
Communication
decision process
industrial product
analysis
programme

All Science Journal Classification (ASJC) codes

  • Energy(all)
  • Management, Monitoring, Policy and Law

Cite this

@article{7576d7f43c104c5abbed0be0c1e8f1d4,
title = "MARKET FOR SOLAR COOLING: PERCEPTIONS, RESPONSE AND STRATEGY IMPLICATIONS.",
abstract = "This paper evaluates market reaction to the solar cooling concept. It isolates and shows the importance of noneconomic issues, such as system modernness, reliability and power-rationing protection, on market receptivity. The paper also shows that the industrial cooling decision process typically includes a number of individuals, from engineers to top managers to outside consultants, who have different attitudes toward system characteristics and who perceive relative system advantages differently. The implication of these differences for a solar cooling marketing program is described. The analysis is positioned in the context of an industrial marketing decision support system which pinpoints areas of improvement in industrial product design and provides a meaningful basis for the development of industrial communications strategies.",
author = "Choffray, {Jean Marie} and Lilien, {Gary L.}",
year = "1978",
month = "1",
day = "1",
language = "English (US)",
pages = "209--226",
journal = "Energy Policy",
issn = "0301-4215",
publisher = "Elsevier BV",

}

MARKET FOR SOLAR COOLING : PERCEPTIONS, RESPONSE AND STRATEGY IMPLICATIONS. / Choffray, Jean Marie; Lilien, Gary L.

In: Energy Policy, 01.01.1978, p. 209-226.

Research output: Contribution to journalArticle

TY - JOUR

T1 - MARKET FOR SOLAR COOLING

T2 - PERCEPTIONS, RESPONSE AND STRATEGY IMPLICATIONS.

AU - Choffray, Jean Marie

AU - Lilien, Gary L.

PY - 1978/1/1

Y1 - 1978/1/1

N2 - This paper evaluates market reaction to the solar cooling concept. It isolates and shows the importance of noneconomic issues, such as system modernness, reliability and power-rationing protection, on market receptivity. The paper also shows that the industrial cooling decision process typically includes a number of individuals, from engineers to top managers to outside consultants, who have different attitudes toward system characteristics and who perceive relative system advantages differently. The implication of these differences for a solar cooling marketing program is described. The analysis is positioned in the context of an industrial marketing decision support system which pinpoints areas of improvement in industrial product design and provides a meaningful basis for the development of industrial communications strategies.

AB - This paper evaluates market reaction to the solar cooling concept. It isolates and shows the importance of noneconomic issues, such as system modernness, reliability and power-rationing protection, on market receptivity. The paper also shows that the industrial cooling decision process typically includes a number of individuals, from engineers to top managers to outside consultants, who have different attitudes toward system characteristics and who perceive relative system advantages differently. The implication of these differences for a solar cooling marketing program is described. The analysis is positioned in the context of an industrial marketing decision support system which pinpoints areas of improvement in industrial product design and provides a meaningful basis for the development of industrial communications strategies.

UR - http://www.scopus.com/inward/record.url?scp=0018155218&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=0018155218&partnerID=8YFLogxK

M3 - Article

AN - SCOPUS:0018155218

SP - 209

EP - 226

JO - Energy Policy

JF - Energy Policy

SN - 0301-4215

ER -