The paradox of tie strength in customer relationships for innovation: a longitudinal case study in the sports industry

Fredberg, Tobias; Piller, Frank T.

doi:10.1111/j.1467-9310.2011.00659.x

Cited by 49 publications

(30 citation statements)

References 68 publications

(157 reference statements)

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“…We see that of the control variables only market orientation is significantly related to product launch performance. This pattern for the control variables remains the same for all other models, confirming existing findings regarding ties with customers and product launch performance (Fredberg and Piller 2011). Next, we introduce the independent variables in a stepwise fashion, starting with the direct effects (Models 2 and 3) and continuing with the indirect effects (Model 4).…”

Section: Resultssupporting

confidence: 61%

PRODUCT LAUNCH PERFORMANCE IN HI-TECH SMEs: NEWNESS TO THE FIRM AND THE ROLE OF MANAGEMENT CONTROLS

Williams

Triest

2017

Int. J. Innov. Mgt.

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The full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Newness to the Firm and the Role of Management Controls AbstractWe investigate the impact of management control mechanisms on the success of new product launches in high-technology SMEs. We argue that internal management controls will alleviate problems associated with product newness. Using survey data from 76 SMEs we find newness to the firm to be negatively related to product launch success, while the use of informal and formal controls to have positive effects. Furthermore, informal controls within the SME moderate the negative relationship between newness and launch success. The results add to the debate on the impact of control mechanisms on innovative activities in SMEs.

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Section: Resultssupporting

confidence: 61%

PRODUCT LAUNCH PERFORMANCE IN HI-TECH SMEs: NEWNESS TO THE FIRM AND THE ROLE OF MANAGEMENT CONTROLS

Williams

Triest

2017

Int. J. Innov. Mgt.

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“…This desire is rooted in the natural need to be different from others in some way (Snyder and Fromkin, 1980). Mass customization toolkits empower consumers to develop individual innovative solutions (von Hippel and Katz, 2002;Piller and Walcher, 2006;Pr€ ugl and Schreier, 2006;Tran et al, 2010;Fredberg and Piller, 2011;F€ uller et al, 2011) and thus differentiate themselves from others and enjoy a feeling of uniqueness (Lynn and Snyder, 2002;Schreier, 2006). Perceived uniqueness is known to increase consumers' valuation of the customized product Merle et al, 2010).…”

Section: Introductionmentioning

confidence: 99%

The choice between uniqueness and conformity in mass customization

Zaggl

Hagenmaier²,

Raasch

2018

R & D Management

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Extant research emphasizes that consumers use mass customization toolkits to create products they consider to be unique, and that perceived uniqueness is an important part of customer value. This research investigates the conditions of the customer's quest for uniqueness. It is motivated by the observation that decisions are often driven by others’ choices and a desire to fit in, rather than to be distinct. We hypothesize that consumers are more inclined to choose uniqueness for hedonic product attributes but tend toward conformity in utilitarian attributes, and that consumers’ need for uniqueness and product involvement moderate the choice. In a series of experiments, we find support for most hypotheses. We introduce conformity as a driver of choice behavior in mass customization toolkits and suggest that mass customization can best be seen as enabling consumers’ preferred mix of uniqueness and conformity. Our results also inform managerial practice, highlighting that mass customization toolkits should consider customers’ uniqueness and conformity requirements. We suggest reducing the number of utilitarian options while increasing the variety for hedonic attributes.

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“…The importance of the product category is affected by the levels of perceived empowerment and enjoyment as well (Füller et al, 2009), which determine consumers participation in new product development projects and vary according to the participants' product involvement and creativity. Prior research focused on a specific industry or product category, such as sports industry (Fredberg & Piller, 2011) or computer games (Prugl & Schreier, 2006). However, with the growth of the phenomenon across industries, there is a need to understand how different domains affect the consumer involvement.…”

Section: Introductionmentioning

confidence: 99%

Does one design fit them all? Study of drivers of co-creation interest along different consumer segments

Zare

Bettiga

Lamberti

2018

Journal of Strategic Marketing

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Co-creation with consumers is increasingly attracting the interest of companies, as a rich source of innovation and value generation. However, the triggers of consumer's interest toward co-creation and how they change among different consumer segments are still unclear. This article explores this issue, by investigating (i) the product-related drivers of interest, namely the product typology, product knowledge and prior cocreation experience, and (ii) the consumer-related drivers of interest, namely motivations and inhibitors to co-create. The work further investigates if motivations and inhibitors as well as the preference toward a co-creation tool change among different consumer segments. Findings from 509 participants in a survey study reveal that both personal and product-related drivers affect the interest toward co-creation projects: specifically, monetary and personal benefits have the greatest influence on co-creation interest as well as prior co-creation experience and deep product knowledge. Further, motivations, inhibitors and co-creation tools preference vary according to the consumer segment. This work underlines the importance of delivering tangible benefits to attract consumers in co-creation projects and to design the activity according to the consumer typology the firm wants to attract.

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The paradox of tie strength in customer relationships for innovation: a longitudinal case study in the sports industry

Cited by 49 publications

References 68 publications

PRODUCT LAUNCH PERFORMANCE IN HI-TECH SMEs: NEWNESS TO THE FIRM AND THE ROLE OF MANAGEMENT CONTROLS

PRODUCT LAUNCH PERFORMANCE IN HI-TECH SMEs: NEWNESS TO THE FIRM AND THE ROLE OF MANAGEMENT CONTROLS

The choice between uniqueness and conformity in mass customization

Does one design fit them all? Study of drivers of co-creation interest along different consumer segments

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