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What drives lead users to become users entrepreneurs ? an exploratory study of motivations

  • Linda Hamdi-Kidar

    ()

    (IAE Toulouse - Institut d'Administration des Entreprises - Toulouse - PRES Université de Toulouse)

  • Cyrielle Vellera

    ((Axe de recherche : Marketing) - CERAG - Centre d'études et de recherches appliquées à la gestion - Grenoble 2 UPMF - Université Pierre Mendès France - CNRS)

Registered author(s):

    Regardless the type of industry, it has been shown that users, and more specifically lead users, are among the prime developers of truly novel solutions. Most stop before market launch of their innovation, but others go further and start their own firms. While an encouraging body of literature has proven the crucial role and the commercial interest of integrating lead users in the innovation process, little research has been done concerning motivations that drive these individuals to become firm-founders. In this article, we identify the intrinsic and extrinsic motivations that drive some lead users to switch from an innovator role to an entrepreneur role.

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    Date of creation: 2012
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    Handle: RePEc:hal:journl:halshs-00851319
    Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00851319
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    1. Haefliger, Stefan & Jäger, Peter & von Krogh, Georg, 2010. "Under the radar: Industry entry by user entrepreneurs," Research Policy, Elsevier, vol. 39(9), pages 1198-1213, November.
    2. Jacob Goldenberg & Donald R. Lehmann & David Mazursky, 2001. "The Idea Itself and the Circumstances of Its Emergence as Predictors of New Product Success," Management Science, INFORMS, vol. 47(1), pages 69-84, January.
    3. Langlois, Richard N. & Robertson, Paul L., 1992. "Networks and innovation in a modular system: Lessons from the microcomputer and stereo component industries," Research Policy, Elsevier, vol. 21(4), pages 297-313, August.
    4. Jan Kratzer & Christopher Lettl, 2009. "Distinctive Roles of Lead Users and Opinion Leaders in the Social Networks of Schoolchildren," Journal of Consumer Research, University of Chicago Press, vol. 36(4), pages 646-659, December.
    5. Baldwin, Carliss & Hienerth, Christoph & von Hippel, Eric, 2006. "How user innovations become commercial products: A theoretical investigation and case study," Research Policy, Elsevier, vol. 35(9), pages 1291-1313, November.
    6. Eric von Hippel, 1994. ""Sticky Information" and the Locus of Problem Solving: Implications for Innovation," Management Science, INFORMS, vol. 40(4), pages 429-439, April.
    7. von Hippel, Eric & Franke, Nikolaus & Prügl, Reinhard, 2009. "Pyramiding: Efficient search for rare subjects," Research Policy, Elsevier, vol. 38(9), pages 1397-1406, November.
    8. Mary Tripsas, 2008. "Customer preference discontinuities: a trigger for radical technological change," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 79-97.
    9. Eric von Hippel, 1986. "Lead Users: A Source of Novel Product Concepts," Management Science, INFORMS, vol. 32(7), pages 791-805, July.
    10. Martin Schreier & Stefan Oberhauser & Reinhard Prügl, 2007. "Lead users and the adoption and diffusion of new products: Insights from two extreme sports communities," Marketing Letters, Springer, vol. 18(1), pages 15-30, June.
    11. Gary L. Lilien & Pamela D. Morrison & Kathleen Searls & Mary Sonnack & Eric von Hippel, 2002. "Performance Assessment of the Lead User Idea-Generation Process for New Product Development," Management Science, INFORMS, vol. 48(8), pages 1042-1059, August.
    12. 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.
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