Innovation search fields with Lead Users

Cornelius Herstatt, Christian Lüthje and Christopher Lettl

No 9e, Working Papers from Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management

Abstract: Close orientation with the market is essential for innovation success! Although both academics and market research practitioners would generally agree with this statement, alignment with the needs of the customer often results in conservative innovation strategies. Due to their focus on what is currently on offer in the marketplace, customers primarily demand small, step-wise developments - so-called incremental innovations. This dilemma can be overcome through with the help of particularly advanced customers (Lead Users). The Lead User method aids companies in capitalizing on the innovative potential of these highly qualified customers. A case study with the German firm, Johnson & Johnson Medical GmbH, demonstrated that Breakthrough Innovations are achievable this way.

Keywords: Produktentwicklung; Produktinnovation; Marktforschung; Lead User (search for similar items in EconPapers)
Date: 2001
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Citations: View citations in EconPapers (1)

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