Advanced Search
MyIDEAS: Login to save this article or follow this journal

Lead users and the adoption and diffusion of new products: Insights from two extreme sports communities

Contents:

Author Info

  • Martin Schreier

    ()

  • Stefan Oberhauser
  • Reinhard Prügl
Registered author(s):

    Abstract

    Lead users are proposed as a valuable resource for marketers in terms of the (1) development, (2) adoption, and (3) diffusion of new products. We present the first consumer study to provide evidence that the latter two suggestions are justified. First, we find that lead users demonstrate stronger domain-specific innovativeness than more “ordinary” users. Second, lead users perceive new technologies as less “complex” and might therefore be better prepared to adopt them. Third, we find that lead users demonstrate stronger opinion leadership and weaker opinion seeking tendencies. Finally, we discuss the implications of our findings for the marketing of new products. Copyright Springer Science+Business Media, LLC 2007

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://hdl.handle.net/10.1007/s11002-006-9009-3
    Download Restriction: Access to full text is restricted to subscribers.

    As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.

    Bibliographic Info

    Article provided by Springer in its journal Marketing Letters.

    Volume (Year): 18 (2007)
    Issue (Month): 1 (June)
    Pages: 15-30

    as in new window
    Handle: RePEc:kap:mktlet:v:18:y:2007:i:1:p:15-30

    Contact details of provider:
    Web page: http://www.springerlink.com/link.asp?id=100312

    Related research

    Keywords: Lead users; User innovation; Adoption; Diffusion; New products; Opinion leadership;

    References

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
    as in new window
    1. Ostlund, Lyman E, 1974. " Perceived Innovation Attributes as Predictors of Innovativeness," Journal of Consumer Research, University of Chicago Press, vol. 1(2), pages 23-29, Se.
    2. Roehrich, Gilles, 2004. "Consumer innovativeness: Concepts and measurements," Journal of Business Research, Elsevier, vol. 57(6), pages 671-677, June.
    3. Punj, Girish N & Staelin, Richard, 1983. " A Model of Consumer Information Search Behavior for New Automobiles," Journal of Consumer Research, University of Chicago Press, vol. 9(4), pages 366-80, March.
    4. Gruner, Kjell E. & Homburg, Christian, 2000. "Does Customer Interaction Enhance New Product Success?," Journal of Business Research, Elsevier, vol. 49(1), pages 1-14, July.
    5. Labay, Duncan G & Kinnear, Thomas C, 1981. " Exploring the Consumer Decision Process in the Adoption of Solar Energy Systems," Journal of Consumer Research, University of Chicago Press, vol. 8(3), pages 271-78, December.
    6. Midgley, David F & Dowling, Grahame R, 1978. " Innovativeness: The Concept and Its Measurement," Journal of Consumer Research, University of Chicago Press, vol. 4(4), pages 229-42, March.
    7. Franke, Nikolaus & Shah, Sonali, 2003. "How communities support innovative activities: an exploration of assistance and sharing among end-users," Research Policy, Elsevier, vol. 32(1), pages 157-178, January.
    8. Glen L. Urban & Eric von Hippel, 1988. "Lead User Analyses for the Development of New Industrial Products," Management Science, INFORMS, vol. 34(5), pages 569-582, May.
    9. Gatignon, Hubert & Robertson, Thomas S, 1985. " A Propositional Inventory for New Diffusion Research," Journal of Consumer Research, University of Chicago Press, vol. 11(4), pages 849-67, March.
    10. Pamela D. Morrison & John H. Roberts & Eric von Hippel, 2000. "Determinants of User Innovation and Innovation Sharing in a Local Market," Management Science, INFORMS, vol. 46(12), pages 1513-1527, December.
    11. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA.
    12. Calder, Bobby J & Phillips, Lynn W & Tybout, Alice M, 1981. " Designing Research for Application," Journal of Consumer Research, University of Chicago Press, vol. 8(2), pages 197-207, September.
    13. Flynn, Leisa Reinecke & Goldsmith, Ronald E. & Eastman, Jacqueline K., 1994. "The King and Summers opinion leadership scale: Revision and refinement," Journal of Business Research, Elsevier, vol. 31(1), pages 55-64, September.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as in new window

    Cited by:
    1. Linda Hamdi-Kidar & Cyrielle Vellera, 2012. "What drives lead users to become users entrepreneurs ? an exploratory study of motivations," Post-Print halshs-00851319, HAL.
    2. Joerg Koenigstorfer & Andrea Groeppel-Klein, 2012. "Consumer acceptance of the mobile Internet," Marketing Letters, Springer, vol. 23(4), pages 917-928, December.
    3. Adams, Pamela & Fontana, Roberto & Malerba, Franco, 2013. "The magnitude of innovation by demand in a sectoral system: The role of industrial users in semiconductors," Research Policy, Elsevier, vol. 42(1), pages 1-14.
    4. Lehnen, Jens & Ehls, Daniel & Herstatt, Cornelius, 2014. "Implementation of lead users into management practice: A literature review of publications in business press," Working Papers 78, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    5. Bartels, Jos & Reinders, Machiel J., 2011. "Consumer innovativeness and its correlates: A propositional inventory for future research," Journal of Business Research, Elsevier, vol. 64(6), pages 601-609, June.
    6. Roland Helm & Sebastian Landschulze, 2009. "Optimal stimulation level theory, exploratory consumer behaviour and product adoption: an analysis of underlying structures across product categories," Review of Managerial Science, Springer, vol. 3(1), pages 41-73, March.
    7. Tietze, Frank & Pieper, Thorsten & Herstatt, Cornelius, 2013. "To own or not to own: How ownership affects user innovation - An empirical study in the German rowing community," Working Papers 73, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:kap:mktlet:v:18:y:2007:i:1:p:15-30. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Guenther Eichhorn) or (Christopher F. Baum).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.