articleManagement ScienceAug 1, 2002Closed access

Performance Assessment of the Lead User Idea-Generation Process for New Product Development

GLGary L. LilienPMPamela MorrisonKSKathleen SearlsMSMary SonnackEVEric von Hippel

Pennsylvania State University · UNSW Sydney · +1 more institution

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Abstract

Traditional idea generation techniques based on customer input usually collect information on new product needs from a random or typical set of customers. The “lead user process” takes a different approach. It collects information about both needs and solutions from users at the leading edges of the target market, as well as from users in other markets that face similar problems in a more extreme form. This paper reports on a natural experiment conducted within the 3M Company on the effect of the lead user (LU) idea-generation process relative to more traditional methods. 3M is known for its innovation capabilities— and we find that the LU process appears to improve upon those capabilities. Annual sales of LU…

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Topics & keywords

Topics
Keywords
  • Lead (geology)
  • Product (mathematics)
  • New product development
  • Computer science
  • Process (computing)
  • Set (abstract data type)
  • Division (mathematics)
  • Lead time
UN Sustainable Development Goals
  • Industry, innovation and infrastructure
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