Industrial product development with lead users as a source of Schumpeterian opportunity

IF 10.1 1区 管理学 Q1 BUSINESS
Jeroen P. J. de Jong, Max Mulhuijzen, Katrin Merfeld, Coen Rigtering, Timo van Balen, Mathias Boënne
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Abstract

In industrial product development with customers, it is well-known that lead userness is associated with novel and commercially attractive products. We take a next step by analyzing if lead userness is related to product development that potentially affects industry-level practices. Our main hypothesis is that lead userness results in the pursuit of Schumpeterian product opportunities: disequilibrating, radical, rare, and based on new knowledge and creative activities. In contrast, at low lead userness, more Kirznerian product opportunities are expected—which maintain industry standards. The hypothesis is supported by data from 139 high-tech small firms. Next, we anticipate that factors related to the selection of lead users, and the effective processing of their inputs, moderate the connection between lead userness and Schumpeterian opportunity. As for selection, we find a stronger connection when firms collaborate with “new” customers. Conversely, when involved customers have been business partners already for a long time, the pursuit of Schumpeterian opportunities is mitigated. Also, tentative evidence is found that the connection between lead userness and Schumpeterian opportunity amplifies when involved customers are less dominant market players. Finally, when it comes to processing lead users' input, we report tentative evidence that firms' R&D intensity should be higher (indicating ability to process lead users' inputs and make continued development efforts). Our findings help to explain why lead users have been associated with industry dynamics, and provide guidance to identify “relevant” lead users when firms seek product opportunities that potentially disequilibrate their industry.

Abstract Image

工业产品开发的主要用户是熊彼得机会的源泉
众所周知,在与客户进行工业产品开发时,铅用户性与新颖且具有商业吸引力的产品有关。下一步,我们将分析领先用户体验是否与可能影响行业实践的产品开发有关。我们的主要假设是,领先用户度会导致对熊彼特式产品机会的追求:不平衡、激进、稀有、基于新知识和创造性活动。与此相反,在领先用户度较低的情况下,预期会出现更多柯兹纳式的产品机会--即维持行业标准。这一假设得到了 139 家高科技小型企业数据的支持。接下来,我们预计,与领先用户的选择及其投入的有效处理有关的因素,会缓和领先用户度与熊彼得机会之间的联系。在选择方面,我们发现当企业与 "新 "客户合作时,两者之间的联系会更紧密。相反,当参与合作的客户已经是长期业务合作伙伴时,对熊彼特机会的追求就会减弱。此外,还有初步证据表明,当涉及的客户是市场主导地位较弱的企业时,领先用户性与熊彼得机会之间的联系会被放大。最后,在处理领先用户的投入方面,我们报告了一些初步证据,表明企业的研发强度应该更高(表明企业有能力处理领先用户的投入并做出持续开发努力)。我们的发现有助于解释为什么领先用户与行业动态相关联,并为企业在寻求可能导致行业失衡的产品机会时识别 "相关 "领先用户提供指导。
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来源期刊
Journal of Product Innovation Management
Journal of Product Innovation Management 管理科学-工程:工业
CiteScore
17.00
自引率
5.70%
发文量
42
审稿时长
6-12 weeks
期刊介绍: The Journal of Product Innovation Management is a leading academic journal focused on research, theory, and practice in innovation and new product development. It covers a broad scope of issues crucial to successful innovation in both external and internal organizational environments. The journal aims to inform, provoke thought, and contribute to the knowledge and practice of new product development and innovation management. It welcomes original articles from organizations of all sizes and domains, including start-ups, small to medium-sized enterprises, and large corporations, as well as from consumer, business-to-business, and policy domains. The journal accepts various quantitative and qualitative methodologies, and authors from diverse disciplines and functional perspectives are encouraged to submit their work.
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