Cited by 1,125Open Source Software InnovationsService and Product InnovationProduct Development and Customization

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Lead User Analyses for the Development of New Industrial Products

Urban, Glen L., von Hippel, Eric·1988·Management Science

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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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Authors: Urban, G. L., & von Hippel, E.
Affiliations: Massachusetts Institute of Technology (US)
ORCID: von Hippel, Eric
Venue: Management Science
Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
Published: 1988-05
Volume: 34
Issue: 5
Pages: 569-582
ISSN: 0025-1909 (ISSN-L)
1526-5501
DOI: 10.1287/mnsc.34.5.569
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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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

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Lead User Analyses for the Development of New Industrial Products

Abstract

Overview

Integrity signals

Verification

Claims the paper makes

Claims other papers make about this one

Citations

Cites

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Metadata

Record

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