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FROM EXPERIENCE: Developing New Product Concepts Via the Lead User Method: A Case Study in a “Low‐Tech” Field
Open accessAbstract
Conventional market research methods do not work well in the instance of many industrial goods and services, and yet, accurate understanding of user need is essential for successful product innovation. Cornelius Herstatt and Eric von Hippel report on a successful field application of a “lead user” method for developing concepts for needed new products. This method is built around the idea that the richest understanding of needed new products is held by just a few users. It is possible to identify these “lead users” and then draw them into a process of joint development of new product concepts with manufacturer personnel. In the application described, the lead user method was found to be much faster than traditional ways of identifying promising new product concepts as well as less costly. It also was judged to provide better outcomes by the firm participating in the case. The article includes practical detail on the steps that were used to implement the method at Hilti AG, a leading manufacturer of products and materials used in construction.
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Citations
Cites
Lead User Analyses for the Development of New Industrial Products
Urban, G. L., & von Hippel, E. (1988) · Management Science · doi:10.1287/mnsc.34.5.569 · Cited by 1,125
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Managing Co-creation Design: A Strategic Approach to Innovation
Frow, P., Nenonen, S., Payne, A., & Storbacka, K. (2015) · British Journal of Management · doi:10.1111/1467-8551.12087 · Cited by 518
Democratizing innovation: The evolving phenomenon of user innovation
von Hippel, E. (2009) · International Journal of Innovation Science · doi:10.1260/175722209787951224 · Cited by 459
Benefits of and barriers to involving users in medical device technology development and evaluation
Shah, S. G. S., & Robinson, I. (2007) · International Journal of Technology Assessment in Health Care · doi:10.1017/s0266462307051677 · Cited by 299
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Metadata
- Authors
- Herstatt, C., & von Hippel, E.
- Venue
- Journal of Product Innovation Management
- Publisher
- Wiley
- Published
- 1992-09-01
- Volume
- 9
- Issue
- 3
- Pages
- 213-221
- ISSN
- 0737-6782 (ISSN-L)
- OpenAlex
- W2166043165
- Cited by
- 713
- References
- 1
- FWCI
- 16.68
- Type
- journal article
- Language
- en
- Open access
- bronze
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- CoChat. (2026). Citation check: FROM EXPERIENCE: Developing New Product Concepts Via the Lead User Method: A Case Study in a “Low‐Tech” Field. https://app.cochat.ai/papers/10.1016/0737-6782(92)90031-7
- The paper
- Herstatt, C., & von Hippel, E. (1992). FROM EXPERIENCE: Developing New Product Concepts Via the Lead User Method: A Case Study in a “Low‐Tech” Field. Journal of Product Innovation Management. https://doi.org/10.1016/0737-6782(92)90031-7
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
