Traditional idea generation techniques based on customer input usually collect information on new product needs from a random or typical set of customers. The "lead user process" takes a different approach. It collects information about both needs and solutions from users at the leading edges of the target market, as well as from users in other markets that face similar problems in a more extreme form. This paper reports on a natural experiment conducted within the 3M Company on the effect of the lead user (LU) idea-generation process relative to more traditional methods. 3M is known for its innovation capabilities--- and we find that the LU process appears to improve upon those capabilities. Annual sales of LU product ideas generated by the average LU project at 3M are conservatively projected to be $146 million after five years---more than eight times higher than forecast sales for the average contemporaneously conducted "traditional" project. Each funded LU project is projected to create a new major product line for a 3M division. As a direct result, divisions funding LU project ideas are projecting their highest rate of major product line generation in the past 50 years.new product development, lead users, idea generation

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Using the resource-based view of the firm, the authors hypothesize that differences in adoption of radical technologies among firms can be attributed to a sense-and-respond capability of firms with respect to new technologies, which is termed technological opportunism. Using survey data from senior managers in business-to-business firms, the authors study the adoption of e-business, a radical technology with the potential to alter business models. The authors first establish the distinctiveness of technological opportunism from related constructs, such as organizational innovativeness, and show that it offers a significantly better explanation of technology adoption than existing constructs do. In a follow-up survey of senior managers, the authors investigate the antecedents of technological opportunism and find that organizations can develop technological opportunism by taking specific actions such as focusing on the future, by having top management advocate new technologies, and by becoming more of an adhocracy culture and less of a hierarchy culture. The proposed technological opportunism construct can inform theory development on the relative emphasis on internal (research and development) versus external (buying, licensing) development of technologies and the complementarities in technology orientation and market orientation in the firm. The results can be used by managers who seek to develop the technological opportunism capability of their firms and by those in technology vendor firms who seek to develop segmentation strategies based on the technological opportunism capabilities of their customer firms.

T he community-based model for software development in open source environments is becoming a viable alternative to traditional firm-based models. To better understand the workings of open source environments, we examine the effects of network embeddedness-or the nature of the relationship among projects and developers-on the success of open source projects. We find that considerable heterogeneity exists in the network embeddedness of open source projects and project managers. We use a visual representation of the affiliation network of projects and developers as well as a formal statistical analysis to demonstrate this heterogeneity and to investigate how these structures differ across projects and project managers. Our main results surround the effect of this differential network embeddedness on project success. We find that network embeddedness has strong and significant effects on both technical and commercial success, but that those effects are quite complex. We use latent class regression analysis to show that multiple regimes exist and that some of the effects of network embeddedness are positive under some regimes and negative under others. We use project age and number of page views to provide insights into the direction of the effect of network embeddedness on project success. Our findings show that different aspects of network embeddedness have powerful but subtle effects on project success and suggest that this is a rich environment for further study.

This article shows that Medical Innovation-the landmark study by Coleman, Katz, and Menzel-and several subsequent studies analyzing the diffusion of the drug tetracycline have confounded social contagion with marketing effects. The article describes the medical community's understanding of tetracycline and how the drug was marketed. This situational analysis finds no reasons to expect social contagion; instead, aggressive marketing efforts may have played an important role. The Medical Innovation data set is reanalyzed and supplemented with newly collected advertising data. When marketing efforts are controlled for, contagion effects disappear. The article underscores the importance of controlling for potential confounds when studying the role of social contagion in innovation diffusion. Disciplines