Lead User Analyses for the Development of New Industrial Products

Urban, Glen L.; Hippel, Eric von

doi:10.1287/mnsc.34.5.569

Cited by 897 publications

(530 citation statements)

References 10 publications

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“…Shah (2000) found that the most commercially important equipment innovations in four sporting fields tended to be developed by individual users. It has also been found that commercially attractive products tend to be developed by "lead users" -users that are at the leading edge of important marketplace trends and expect significant benefit from innovating (Urban and von Hippel 1988, Morrison et al 2002, Franke, von Hippel and Schreier 2005, Olson and Bakke 2001.…”

Section: Innovation By Usersmentioning

confidence: 99%

“…In studies of five types of industrial products, the fraction of users reporting developing or modifying products for their own use ranged from 19% to 36% (Urban and von Hippel 1988, Herstatt and von Hippel 1992, Morrison et al 2000, Franke and von Hippel 2003, Lüthje 2003a. Three studies of user innovation in consumer products found from 10% to 38% of sampled users reporting that they had developed or modified products for their own use (Lüthje 2003b, Franke and Shah 2003, Lüthje et al 2003.…”

Section: Innovation By Usersmentioning

confidence: 99%

See 1 more Smart Citation

How user innovations become commercial products: A theoretical investigation and case study

Baldwin¹,

Hienerth²,

Hippel³

2006

Research Policy

Self Cite

517

371

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Section: Innovation By Usersmentioning

confidence: 99%

Section: Innovation By Usersmentioning

confidence: 99%

How user innovations become commercial products: A theoretical investigation and case study

Baldwin¹,

Hienerth²,

Hippel³

2006

Research Policy

Self Cite

517

371

View full text Add to dashboard Cite

“…customers or potential customers whose needs are advanced compared to the market average (von Hippel, 1986)-in order to tailor their new solutions to satisfy the needs of these customers (Slater & Narver, 1998). By using customers with advanced needs to advise and inform the offering development process, the firm gains the knowledge to both anticipate where other customers' needs will be in the future and to develop offerings that can provide superior customer value to a wide range of customers (von Hippel, 1986;Urban & von Hippel, 1988;Slater & Narver, 1998).…”

Section: Customer Involvementmentioning

confidence: 99%

Exploring Proactive Market Strategies : Managing the Market to Create Value

Brege

2018

Linköping Studies in Science and Technology. Licentiate Thesis

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How can firms become more successful and achieve higher business performance? How can they manage more complex and dynamic markets and maintain a high competitiveness? The answer is: through a more proactive approach to managing the market and creating customer value. This thesis explores proactive market strategies, which are firm's proactive strategies for creating, communicating, and delivering superior value to their customers, thereby achieving superior business performance. Prior literature in market orientation has touched the area of proactiveness in firms' approach to the market, but never properly defines proactiveness and lacks a clear connection to actual firm activities. Thus, in order to better understand how firms can gain the performance benefits from proactiveness, this thesis sets out to explore what proactiveness in a market-strategic context entails and what proactive activities firms perform in implementing their proactive market strategies.The research is based on two papers, each detailing one of the two complementary branches of the research. The first paper presents the conceptual work, focusing on a typology of marketoriented strategic behaviors, which are important for understanding how firms can gain the potential performance benefits of market orientation and how they can achieve behavioral fit among their activities. The second paper presents the empirical work, focusing on the qualitative case study performed and the themes of proactiveness that emerged from it. These papers are then synthesized into a holistic view of proactive market strategies in the thesis.The thesis finds that proactiveness at the firm level in a marketing context means a firm is future-oriented, initiative-taking, change-inducing, and creative. With a basis in this definition and the extensive literature on market orientation, the thesis presents conceptual developments that are important for understanding proactiveness in market strategy, such as a framework for understanding market strategies through firm activities and one for identifying and categorizing different types of proactive activities. Furthermore, the thesis gives more detailed descriptions of the case firms and how their proactive activities help them achieve success.This results in a thorough exploration of proactive market strategies, which contributes to the marketing and strategic management literatures by clearly defining proactiveness, conceptualizing and describing proactive market strategies, and delineating proactive firm activities to better understand how firms are being proactive. In doing so, the thesis provides interesting directions for future research and presents interesting implications for managerial practice. vi vii SammanfattningHur kan företag bli mer framgångsrika och uppnå högre lönsamhet och tillväxt? Hur kan de hantera mer komplexa och dynamiska marknader medan de uppehåller en hög konkurrenskraft? Svaret är: genom en mer proaktiv hållning till att hantera marknaden och skapa kundvärde. Den här avhandlingen utf...

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“…O envolvimento de consumidores no PDP tem sido investigado como uma técnica alternativa para a coleta de informações para empresas que buscam vantagens competitivas por meio do lançamento de produtos inovadores (URBAN; VON HIPPEL, 1988;ALAM, 2002;FRANKE e outros, 2006). É importante esclarecer inicialmente que o conceito de coprodução de valor aqui utilizado é o conceito defendido por Vargo e Lusch (2004).…”

Section: Referencial Teóricounclassified

“…Nesse contexto, o envolvimento de consumidores em processos de desenvolvimento de produtos (PDP) tem sido investigado como uma técnica alternativa para a coleta de informações valiosas para as empresas que buscam vantagens competitivas por meio do lançamento de produtos inovadores (VON HIPPEL, 1986;ALAM, 2002;NAMBISAN, 2002;URBAN;VON HIPPEL, 1988;LILIEN e outros, 2002e FRANKE e outros, 2006.…”

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Envolvimento do consumidor em processos de desenvolvimento de produtos: um estudo qualitativo junto a empresas de bens de consumo

Santos

Brasil

2010

Rev. adm. empres.

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Vinícius sittoni Brasil vinicius@pucrs.brCoordenador do Programa de Pós-Graduação em Administração, Pontifícia Universidade Católica do Rio Grande do Sul -Porto Alegre -RS, Brasil rEsUMo Na última década, emergiu na literatura de Marketing a discussão sobre coprodução de valor, destacando-se o envolvimento de consumidores nos processos de desenvolvimento de produtos (PDP), conceito associado à interação e inserção de consumidores nos processos de criação de valor. O presente estudo foi realizado por meio de análise de conteúdo com empresas brasileiras de bens de consumo para examinar o envolvimento de consumidores nos PDP. Apesar de as empresas apresentarem características de inovação e de sucesso em novos produtos, o envolvimento dos consumidores nos PDP ocorre com intensidade variada e a partir de mecanismos bastante distintos. Nos resultados são caracterizados os mecanismos de envolvimento, os estágios dos PDP em que o envolvimento ocorre e os níveis de intensidade de envolvimento dos consumidores. Finalmente, são apresentadas as implicações gerenciais e acadêmicas do estudo, seguidas de suas limitações, e recomendações para estudos futuros.palavras-chave Envolvimento de consumidores, desenvolvimento de produtos, coprodução de valor, cocriação, marketing de bens de consumo. ABSTRACT Over the last decade a discussion has arisen in marketing literature about value co-production, which highlights the involvement of consumers in product development processes (PDP), a concept associated with the interaction and inclusion of consumers in value creation processes. This is a content analysis study, carried out with Brazilian consumer goods companies in order to investigate the involvement of consumers in PDP. Despite the fact that these companies are innovative and successful with their new products the involvement of consumers in the PDP occurs with varied degrees of intensity and starting from the quite different mechanisms. The results characterize the involvement mechanisms, stages of the PDP in which the involvement occurs and the intensity levels of such consumer involvement. Finally, the managerial and academic applications of the study are presented, followed by its limitations and recommendations for future studies.kEYwORDS Consumer involvement, product development, value co-production, co-creation, consumer goods marketing. RESUMEN

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Lead User Analyses for the Development of New Industrial Products

Cited by 897 publications

References 10 publications

How user innovations become commercial products: A theoretical investigation and case study

How user innovations become commercial products: A theoretical investigation and case study

Exploring Proactive Market Strategies : Managing the Market to Create Value

Envolvimento do consumidor em processos de desenvolvimento de produtos: um estudo qualitativo junto a empresas de bens de consumo

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