领先用户概念演进及影响后果:研究综述与展望
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摘要
随着市场竞争加剧,企业正在积极寻找合适的用户群体整合进开发与营销过程。领先用户则可以有效地推动企业开发有市场潜力新产品和服务,并能影响随后普通用户的购买决策。基于领先用户理论研究的重要成果,分析了领先用户的概念演进和扩展,对比分析了领先用户与其他用户或员工的异同,全面剖析了领先用户在新产品开发、采用和推广方面的影响后果,深入阐述了领先用户创意评估的流程和方法。最后,对未来研究方向进行了展望,以期为领先用户的未来研究及指导企业与领先用户合作进行新产品开发与营销提供参考。
As market competition intensifies, companies are actively looking for appropriate user groups to integrate into the development and marketing process. Lead users can effectively promote enterprises to develop new products and services with market potential, and influence the purchasing decisions of subsequent ordinary users. Based on the important results of lead user theory research, this paper introduces the concept evolution of the lead user, compares and analyzes the similarities and differences between the lead users and other users or employees, comprehensively analyzes the impact of lead user on new product development, adoption and diffusion, and describes the lead user's idea evaluation processes and methods in depth. Finally, the prospect of future research is prospected in order to provide references for future research of lead user and guide enterprises to cooperate with them in new product development and marketing.
As market competition intensifies, companies are actively looking for appropriate user groups to integrate into the development and marketing process. Lead users can effectively promote enterprises to develop new products and services with market potential, and influence the purchasing decisions of subsequent ordinary users. Based on the important results of lead user theory research, this paper introduces the concept evolution of the lead user, compares and analyzes the similarities and differences between the lead users and other users or employees, comprehensively analyzes the impact of lead user on new product development, adoption and diffusion, and describes the lead user's idea evaluation processes and methods in depth. Finally, the prospect of future research is prospected in order to provide references for future research of lead user and guide enterprises to cooperate with them in new product development and marketing.
引文
王楠,张士凯,陈劲.2019.领先用户研究:概念,测量与影响因素[J].科研管理,40(1):170-177.
Al Zu'bi Z M F,Tsinopoulos C.2013.An outsourcing model for lead users:An empirical investigation[J].Production Planning&Control,24(4-5):337-346.
Amabile T M.1996.Creativity in context:Update to the social psychology of creativity[M].Boulder,CO:Westview Press.
Bilgram V,Brem A,Voigt K.2008.User-centric innovations in new product development-systematic identification of lead users harnessing interactive and collaborative online-tools[J].International Journal of Innovation Management,12(3):419-458.
Carbonell P,Rodriguez-EscuderoA I,Pujari D.2012.Performance effects of involving lead users and close customers in new service development[J].Journal of Services Marketing,26(7):497-509.
Colazo J.2014.Performance implications of stage-wise lead user participation in software development problem solving[J].Decision Support Systems,67:100-108.
Dean D L,Hender J M,Rodgers T L,et al.2006.Identifying quality,novel,and creative ideas:Constructs and scales for idea evaluation[J].Journal of the Association for Information Systems,7(10):646-699.
Eisenberg I.2011.lead-user research for breakthrough innovation[J].Research-Technology Management,54(1):50-58.
Franke N,Shah S.2003.How communities support innovative activities:An exploration of assistance and sharing among end-users[J].Research Policy,32(1):157-178.
Franke N,Von Hippel E,Schreier M.2006.Finding commercially attractive user innovations:A test of lead-user theory[J].Journal of Product Innovation Management,23(4):301-315.
Hau Y S,Kang M.2016.Extending lead user theory to users’innovation-related knowledge sharing in the online user community:The mediating roles of social capital and perceived behavioral control[J].International Journal of Information Management,36(4):520-530.
Heiskanen E,Matschoss K.2016.Consumers as innovators in the electricity sector?Consumer perceptions on smart grid services[J].International Journal of Consumer Studies,40(6):665-674.
Hienerth C,Lettl C,Keinz P.2014.Synergies among producer firms,lead users,and user communities:The case of the LEGO producer-user ecosystem[J].Journal of Product Innovation Management,31(4):848-866.
Hienerth C,Lettl C,Keinz P.2014.Synergies among producer firms,lead users,and user communities:The case of the LEGO producer-user ecosystem[J].Journal of Product Innovation Management,31(4):848-866.
Hienerth C,Lettl C.2017.Perspective:Understanding the nature and measurement of the lead user construct[J].Journal of Product Innovation Management,34(1):3-12.
Im S,Workman Jr J P.2004.Market orientation,creativity,and new product performance in high-technology firms[J].Journal of Marketing,68(2):114-132.
Janu?ka M,?picar R.2016.Lead user innovation and paid innovation:The case of grinding gear games[J].Actual Problems of Economics,185(11):476-485.
Jeppesen L B,Laursen K.2009.The role of lead users in knowledge sharing[J].Research Policy,38(10):1582-1589.
Kaushik A K,Rahman Z.2014.Perspectives and dimensions of consumer innovativeness:A literature review and future agenda[J].Journal of International Consumer Marketing,26(3):239-263.
Kornish L J,Ulrich K T.2014.The importance of the raw idea in innovation:Testing the sow’s ear hypothesis[J].Journal of Marketing Research,51(1):14-26.
Kratzer J,Lettl C,Franke N,et al.2016.The social network position of lead users[J].Journal of Product Innovation Management,33(2):201-216.
Lüthje C,Herstatt C.2004.The lead user method:An outline of empirical findings and issues forfutureresearch[J].R&DManagement,34(5):553-568.
Lüthje C.2004.Characteristics of innovating users in a consumer goods field:An empirical study of sport-related product consumers[J].Technovation,24(9):683-695.
MacCrimmon K R,Wagner C.1994.Stimulating ideas through creative software[J].Management Science,40(11):1514-1532.
Magnusson P R,W?stlund E,Netz J.2016.Exploring users’appropriateness as a proxy for experts when screening new product/service ideas[J].The Journal of Product Innovation Management,33(1):4-18.
Mahr D,Lievens A.2012.Virtual lead user communities:Drivers of knowledge creation for innovation[J].Research Policy,41(1):167-177.
Marchi G,Giachetti C,De Gennaro P.2011.Extending lead-user theory to online brand communities:The case of the community Ducati[J].Technovation,31(8):350-361.
Morrison P D,Roberts J H,Midgley D F.2004.The nature of lead users and measurement of leading edge status[J].Research Policy,33(2):351-362.
Morrison P D,Roberts J H,Von Hippel E.2000.Determinants of user innovation and innovation sharing in a local market[J].Management Science,46(12):1513-1527.
Peacock A D,Chaney J,Goldbach K,et al.2017.Co-designing the next generation of home energy management systems with lead-users[J].Applied Ergonomics,60:194-206.
Roehrich G.2004.Consumer innovativeness concepts and measurement[J].Journal of Business Research,57(6):671-677.
Schreier M,Oberhauser S,Prügl R.2007.Lead users and the adoption and diffusion of new products:Insights from two extreme sports communities[J].Marketing Letters,18(1-2):15-30.
Schreier M,Prügl R.2008.Extending lead-user theory:Antecedents and consequences of consumers'lead userness[J].Journal of Product Innovation Management,25(4):331-346.
Schuhmacher M C,Kuester S.2012.Identification of lead user characteristics driving the quality of service innovation ideas[J].Creativity and Innovation Management,21(4):427-442.
Schweisfurth T G,Herstatt C.2015.Embedded(lead)users as catalysts to product diffusion[J].Creativity and Innovation Management,24(1):151-168.
Schweisfurth T G,Herstatt C.2016.How internal users contribute to corporate product innovation:The case of embedded users[J].R&D Management,46(S1):107-126.
Schweisfurth T G,Raasch C.2015.Embedded lead users:The benefits of employing users for corporate innovation[J].Research Policy,44(1):168-180.
Schweisfurth T G.2017.Comparing internal and external lead users as sources of innovation[J].Research Policy,46(1):238-248.
Thakur R,Angriawan A,Summey J H.2016.Technological opinion leadership:The role of personal innovativeness,gadget love,and technological innovativeness[J].Journal of Business Research,69(8):2764-2773.
Tottie M,Lager T,Nordqvist S.2016.From customer understanding to product understanding:Collaboration with industrial lead users in a B2B context[J].Journal of Business Chemistry,13(2):64-79.
Tsinopoulos C,Al-Zu'bi Z.2012.Clockspeed effectiveness of lead users and product experts[J].International Journal of Operations&Production Management,32(9):1097-1118.
Tuarob S,Tucker C S.2015.Automated discovery of lead users and latent product features by mining large scale social media networks[J].Journal of Mechanical Design,137(7):071402.
Urban G L,Von Hippel E.1988.Lead user analyses for the development of new industrial products[J].Management Science,34(5):569-582.
Von Hippel E.1986.Lead users:A source of novel product concepts[J].Management Science,32(7):791-805.
Von Hippel E.2005.Democratizing Innovation[M].Cambridge:The MIT Press.
Al Zu'bi Z M F,Tsinopoulos C.2013.An outsourcing model for lead users:An empirical investigation[J].Production Planning&Control,24(4-5):337-346.
Amabile T M.1996.Creativity in context:Update to the social psychology of creativity[M].Boulder,CO:Westview Press.
Bilgram V,Brem A,Voigt K.2008.User-centric innovations in new product development-systematic identification of lead users harnessing interactive and collaborative online-tools[J].International Journal of Innovation Management,12(3):419-458.
Carbonell P,Rodriguez-EscuderoA I,Pujari D.2012.Performance effects of involving lead users and close customers in new service development[J].Journal of Services Marketing,26(7):497-509.
Colazo J.2014.Performance implications of stage-wise lead user participation in software development problem solving[J].Decision Support Systems,67:100-108.
Dean D L,Hender J M,Rodgers T L,et al.2006.Identifying quality,novel,and creative ideas:Constructs and scales for idea evaluation[J].Journal of the Association for Information Systems,7(10):646-699.
Eisenberg I.2011.lead-user research for breakthrough innovation[J].Research-Technology Management,54(1):50-58.
Franke N,Shah S.2003.How communities support innovative activities:An exploration of assistance and sharing among end-users[J].Research Policy,32(1):157-178.
Franke N,Von Hippel E,Schreier M.2006.Finding commercially attractive user innovations:A test of lead-user theory[J].Journal of Product Innovation Management,23(4):301-315.
Hau Y S,Kang M.2016.Extending lead user theory to users’innovation-related knowledge sharing in the online user community:The mediating roles of social capital and perceived behavioral control[J].International Journal of Information Management,36(4):520-530.
Heiskanen E,Matschoss K.2016.Consumers as innovators in the electricity sector?Consumer perceptions on smart grid services[J].International Journal of Consumer Studies,40(6):665-674.
Hienerth C,Lettl C,Keinz P.2014.Synergies among producer firms,lead users,and user communities:The case of the LEGO producer-user ecosystem[J].Journal of Product Innovation Management,31(4):848-866.
Hienerth C,Lettl C,Keinz P.2014.Synergies among producer firms,lead users,and user communities:The case of the LEGO producer-user ecosystem[J].Journal of Product Innovation Management,31(4):848-866.
Hienerth C,Lettl C.2017.Perspective:Understanding the nature and measurement of the lead user construct[J].Journal of Product Innovation Management,34(1):3-12.
Im S,Workman Jr J P.2004.Market orientation,creativity,and new product performance in high-technology firms[J].Journal of Marketing,68(2):114-132.
Janu?ka M,?picar R.2016.Lead user innovation and paid innovation:The case of grinding gear games[J].Actual Problems of Economics,185(11):476-485.
Jeppesen L B,Laursen K.2009.The role of lead users in knowledge sharing[J].Research Policy,38(10):1582-1589.
Kaushik A K,Rahman Z.2014.Perspectives and dimensions of consumer innovativeness:A literature review and future agenda[J].Journal of International Consumer Marketing,26(3):239-263.
Kornish L J,Ulrich K T.2014.The importance of the raw idea in innovation:Testing the sow’s ear hypothesis[J].Journal of Marketing Research,51(1):14-26.
Kratzer J,Lettl C,Franke N,et al.2016.The social network position of lead users[J].Journal of Product Innovation Management,33(2):201-216.
Lüthje C,Herstatt C.2004.The lead user method:An outline of empirical findings and issues forfutureresearch[J].R&DManagement,34(5):553-568.
Lüthje C.2004.Characteristics of innovating users in a consumer goods field:An empirical study of sport-related product consumers[J].Technovation,24(9):683-695.
MacCrimmon K R,Wagner C.1994.Stimulating ideas through creative software[J].Management Science,40(11):1514-1532.
Magnusson P R,W?stlund E,Netz J.2016.Exploring users’appropriateness as a proxy for experts when screening new product/service ideas[J].The Journal of Product Innovation Management,33(1):4-18.
Mahr D,Lievens A.2012.Virtual lead user communities:Drivers of knowledge creation for innovation[J].Research Policy,41(1):167-177.
Marchi G,Giachetti C,De Gennaro P.2011.Extending lead-user theory to online brand communities:The case of the community Ducati[J].Technovation,31(8):350-361.
Morrison P D,Roberts J H,Midgley D F.2004.The nature of lead users and measurement of leading edge status[J].Research Policy,33(2):351-362.
Morrison P D,Roberts J H,Von Hippel E.2000.Determinants of user innovation and innovation sharing in a local market[J].Management Science,46(12):1513-1527.
Peacock A D,Chaney J,Goldbach K,et al.2017.Co-designing the next generation of home energy management systems with lead-users[J].Applied Ergonomics,60:194-206.
Roehrich G.2004.Consumer innovativeness concepts and measurement[J].Journal of Business Research,57(6):671-677.
Schreier M,Oberhauser S,Prügl R.2007.Lead users and the adoption and diffusion of new products:Insights from two extreme sports communities[J].Marketing Letters,18(1-2):15-30.
Schreier M,Prügl R.2008.Extending lead-user theory:Antecedents and consequences of consumers'lead userness[J].Journal of Product Innovation Management,25(4):331-346.
Schuhmacher M C,Kuester S.2012.Identification of lead user characteristics driving the quality of service innovation ideas[J].Creativity and Innovation Management,21(4):427-442.
Schweisfurth T G,Herstatt C.2015.Embedded(lead)users as catalysts to product diffusion[J].Creativity and Innovation Management,24(1):151-168.
Schweisfurth T G,Herstatt C.2016.How internal users contribute to corporate product innovation:The case of embedded users[J].R&D Management,46(S1):107-126.
Schweisfurth T G,Raasch C.2015.Embedded lead users:The benefits of employing users for corporate innovation[J].Research Policy,44(1):168-180.
Schweisfurth T G.2017.Comparing internal and external lead users as sources of innovation[J].Research Policy,46(1):238-248.
Thakur R,Angriawan A,Summey J H.2016.Technological opinion leadership:The role of personal innovativeness,gadget love,and technological innovativeness[J].Journal of Business Research,69(8):2764-2773.
Tottie M,Lager T,Nordqvist S.2016.From customer understanding to product understanding:Collaboration with industrial lead users in a B2B context[J].Journal of Business Chemistry,13(2):64-79.
Tsinopoulos C,Al-Zu'bi Z.2012.Clockspeed effectiveness of lead users and product experts[J].International Journal of Operations&Production Management,32(9):1097-1118.
Tuarob S,Tucker C S.2015.Automated discovery of lead users and latent product features by mining large scale social media networks[J].Journal of Mechanical Design,137(7):071402.
Urban G L,Von Hippel E.1988.Lead user analyses for the development of new industrial products[J].Management Science,34(5):569-582.
Von Hippel E.1986.Lead users:A source of novel product concepts[J].Management Science,32(7):791-805.
Von Hippel E.2005.Democratizing Innovation[M].Cambridge:The MIT Press.