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Technological competition, strategies of the firms and the choice of the first users: the case of road guidance technologies


  • Mangematin, V.
  • Callon, M.


Based on an in-depth study of two different road guidance technologies, both under increasing returns to adoption, this paper is an attempt to elucidate the strategic game played by the producers and the first users before the introduction of the technologies onto the market. It shows that it is possible to endogenize the decisions made by the first users (who are chosen by the supplier) as much as those of the suppliers when they choose the first users. When identifying first users, firms evaluate their capacity to influence other potential adopters, a capacity which depends on their position in the social networks to which they belong. In order to enrol the first users, the producers of a technology develop various strategies, including standardization in voluntary standardization committees, pre-announcement, scientific legitimizing and even technological transformation of the product itself. Indeed, the first users who seem strategically vital by the sponsor of the first system are not necessarily the same as those targeted by the sponsors of the second technology. Thus, the degree of substitutability itself appears as an endogenous variable. This analysis provides a new basis for understanding technological competition and completes economic modelling of the competition.
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Suggested Citation

  • Mangematin, V. & Callon, M., 1995. "Technological competition, strategies of the firms and the choice of the first users: the case of road guidance technologies," Research Policy, Elsevier, vol. 24(3), pages 441-458, May.
  • Handle: RePEc:eee:respol:v:24:y:1995:i:3:p:441-458

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    References listed on IDEAS

    1. von Hippel, Eric, 1976. "The dominant role of users in the scientific instrument innovation process," Research Policy, Elsevier, vol. 5(3), pages 212-239, July.
    2. Katz, Michael L & Shapiro, Carl, 1986. "Technology Adoption in the Presence of Network Externalities," Journal of Political Economy, University of Chicago Press, vol. 94(4), pages 822-841, August.
    3. 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.
    4. Berg, Sanford V., 1988. "Duopoly compatibility standards with partial cooperation and standards leadership," Information Economics and Policy, Elsevier, vol. 3(1), pages 35-53.
    5. Farrell, Joseph & Saloner, Garth, 1986. "Installed Base and Compatibility: Innovation, Product Preannouncements, and Predation," American Economic Review, American Economic Association, vol. 76(5), pages 940-955, December.
    6. Berg, Sanford V, 1989. "The Production of Compatibility: Technical Standards as Collective Goods," Kyklos, Wiley Blackwell, vol. 42(3), pages 361-383.
    7. Katz, Michael L & Shapiro, Carl, 1985. "Network Externalities, Competition, and Compatibility," American Economic Review, American Economic Association, vol. 75(3), pages 424-440, June.
    8. Cowan, Robin, 1990. "Nuclear Power Reactors: A Study in Technological Lock-in," The Journal of Economic History, Cambridge University Press, vol. 50(03), pages 541-567, September.
    9. Brian Arthur, W. & Ermoliev, Yu. M. & Kaniovski, Yu. M., 1987. "Path-dependent processes and the emergence of macro-structure," European Journal of Operational Research, Elsevier, vol. 30(3), pages 294-303, June.
    10. repec:hal:journl:hal-00424311 is not listed on IDEAS
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    Cited by:

    1. Chicot, J. & Matt, M., 2015. "Public procurement of innovation: a review of rationales, instruments and design," Working Papers 2015-05, Grenoble Applied Economics Laboratory (GAEL).
    2. repec:hal:journl:hal-00424311 is not listed on IDEAS
    3. Theoharakis, Vasilis & Vakratsas, Demetrios & Wong, Veronica, 2007. "Market-level information and the diffusion of competing technologies: An exploratory analysis of the LAN industry," Research Policy, Elsevier, vol. 36(5), pages 742-757, June.
    4. Matt, M. & Colinet, L. & Gaunand, A. & Joly, P.B., 2015. "A typology of impact pathways generated by a public agricultural research organization," Working Papers 2015-03, Grenoble Applied Economics Laboratory (GAEL).

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