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Cited by 4,650

The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.

Lead Users: A Source of Novel Product Concepts

von Hippel, Eric·1986·Management Science
DOI 10.1287/mnsc.32.7.791
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Abstract

Accurate marketing research depends on accurate user judgments regarding their needs. However, for very novel products or in product categories characterized by rapid change—such as “high technology” products—most potential users will not have the real-world experience needed to problem solve and provide accurate data to inquiring market researchers. In this paper I explore the problem and propose a solution: Marketing research analyses which focus on what I term the “lead users” of a product or process. Lead users are users whose present strong needs will become general in a marketplace months or years in the future. Since lead users are familiar with conditions which lie in the future for most others, they can serve as a need-forecasting laboratory for marketing research. Moreover, since lead users often attempt to fill the need they experience, they can provide new product concept and design data as well. In this paper I explore how lead users can be systematically identified, and how lead user perceptions and preferences can be incorporated into industrial and consumer marketing research analyses of emerging needs for new products, processes and services.

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Metadata

Authors
von Hippel, E.
Venue
Management Science
Publisher
Institute for Operations Research and the Management Sciences (INFORMS)
Published
1986-07
Volume
32
Issue
7
Pages
791-805
ISSN
  • 0025-1909 (ISSN-L)
  • 1526-5501
DOI
10.1287/mnsc.32.7.791
OpenAlex
W2167142086
Cited by
4,650
References
2
FWCI
18.82
Type
journal article
Language
en
Open access
closed

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