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Innovation search fields with Lead Users

Author

Listed:
  • Herstatt, Cornelius
  • Lüthje, Christian
  • Lettl, Christopher

Abstract

Close orientation with the market is essential for innovation success! Although both academics and market research practitioners would generally agree with this statement, alignment with the needs of the customer often results in conservative innovation strategies. Due to their focus on what is currently on offer in the marketplace, customers primarily demand small, step-wise developments - so-called incremental innovations. This dilemma can be overcome through with the help of particularly advanced customers (Lead Users). The Lead User method aids companies in capitalizing on the innovative potential of these highly qualified customers. A case study with the German firm, Johnson & Johnson Medical GmbH, demonstrated that Breakthrough Innovations are achievable this way.

Suggested Citation

  • Herstatt, Cornelius & Lüthje, Christian & Lettl, Christopher, 2001. "Innovation search fields with Lead Users," Working Papers 9e, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    • Handle: RePEc:zbw:tuhtim:9e
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    Cited by:

    1. Konstantin Wellner & Cornelius Herstatt, 2014. "Determinants Of User Innovator Behaviour In The Silver Market," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 18(06), pages 1-24.

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