Product aesthetics: representing designer intent and consumer response

This thesis reports on the development of a conceptual framework for product aesthetics. By adopting the theoretical perspective that products are a medium of communication between designers and consumers, the nature of consumer response and designer intent is explored. By integrating a range of disparate literature within a single coherent framework, the varieties of consumer response to product visual form are illustrated. To investigate the ways in which designers intend to evoke these responses, a qualitative research study was undertaken. This primarily involved interviews with industrial designers and consumer investigators. Analysis of these interviews led to the development of a conceptual framework for designer intent which both mirrors, and integrates with, that produced for consumer response. By representing processes beyond design that are influential in determining product form, a broader contextual framework is presented within which product aesthetics is situated. In concluding the thesis, applications for this framework are discussed and future research directions are proposed.

The process of making the business case for technology: A sales and marketing perspective for technologists

Technological investment is a key driver of innovation and the evaluation of technology potential is becoming increasingly important in this context. There is a range of approaches and tools for developing an understanding of the value of technology. However the process of communicating this potential to possible customers is not well documented in terms of theory and practice and falls outside the skill set of many technologists. This paper seeks to integrate the concepts of marketing and consultative selling into making business cases for new technologies. It describes an exploratory study which results in an outline process activity model for technologists wishing to build an effective business case for securing investment internally or when selling a technology externally. Following a review of literature, we suggest that there is potential to learn from market research and consultative sales techniques, and propose a five step process. The work has been industrially validated and forms a novel foundation for further development. © 2012 Elsevier Inc.