Lead User Analyses for the Development of New Industrial Products
Abstract
Recently, a “lead user” concept has been proposed for new product development in fields subject to rapid change (von Hippel [von Hippel, E. 1986. Lead users: A source of novel product concepts. Management Sci. 32 791–805.]). In this paper we integrate market research within this lead user methodology and report a test of it in the rapidly evolving field of computer-aided systems for the design of printed circuit boards (PC-CAD). In the test, lead users were successfully identified and proved to have unique and useful data regarding both new product needs and solutions responsive to those needs. New product concepts generated on the basis of lead user data were found to be strongly preferred by a representative sample of PC-CAD users. We discuss strengths and weaknesses of this first empirical test of the lead user methodology, and suggest directions for future research.
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Many studies of innovation have found that lead users are a key source for innovations.
“Given that many studies of innovation have found that a key source for innovations are lead users, we include a variable reflecting the use of lead users in innovation (Rothwell et al., 1974;Urban and von Hippel, 1988;von Hippel, 1988).”
From Open for innovation: the role of openness in explaining innovation performance among U.K. manufacturing firms (2006) · cites this paper as Urban and von Hippel, 1988
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- Authors
- Urban, G. L., & von Hippel, E.
- Affiliations
- Massachusetts Institute of Technology (US)
- Sloan School of Management, Massachusetts Institute of Technology, Cambridge, Massachusetts 02139
- Venue
- Management Science
- Published
- 1988-05
- Volume
- 34
- Issue
- 5
- Pages
- 569-582
- ISSN
- 0025-1909 (ISSN-L)
- 1526-5501
- OpenAlex
- W2129604246
- Cited by
- 1,125
- References
- 13
- Citations by year
- 2026: 5 · 2025: 20 · 2024: 17 · 2023: 34 · 2022: 26 · 2021: 35 · 2020: 39 · 2019: 47 · 2018: 51 · 2017: 52 · 2016: 57 · 2015: 58 · 2014: 66 · 2013: 54 · 2012: 74
- FWCI
- 9.52
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Management Science (publishedVersion)
- Topics
- Physical Sciences › Computer Science › Computer Science Applications › Open Source Software Innovations
- Social Sciences › Business, Management and Accounting › Marketing › Service and Product Innovation
- Social Sciences › Business, Management and Accounting › Management of Technology and Innovation › Product Development and Customization
- Keywords
- lead users, new product development, market analysis, printed circuit board design, computer-aided design, product concept generation, user preferences
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