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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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Lead User Analyses for the Development of New Industrial Products

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