Competing in hi‐tech markets

Abstract

Describes five segments of adopters differentiated by characteristic responses to a discontinuous innovation: innovators; early adopters; early majority; late majority; and laggards. Determines there is a huge gap between the early market of innovators and visionaries into which may fall many a young product or new enterprise. States there may be a compelling reason for pragmatists to purchase products. Sums up that the gap can be bridged by the setting up of a price and distribution channel — but that these must be set up right.