Title: Lead-using or lead-refusing? An examination of customer integration in mechanical engineering firms

Authors: Guido Reger, Christian Schultz

Addresses: Department of Economics and Social Sciences, BIEM CEIP – The Institute for Entrepreneurship and Innovation, at the University of Potsdam, August-Bebel-Strasse 89, D-14482 Potsdam, Germany. ' Department of Economics and Social Sciences, BIEM CEIP – The Institute for Entrepreneurship and Innovation, at the University of Potsdam, August-Bebel-Strasse 89, D-14482 Potsdam, Germany

Abstract: The significance of lead users as an important source for innovating new products or services is commonly acknowledged. Conventional accounts frequently elaborate upon ways to improve lead user integration with regard to opening up new avenues for further collaboration. Against this background, this study concentrates on qualitative data from the field of mechanical engineering and suggests that companies often deliberately refuse to engage with lead users. This unanticipated finding thwarts the supremacy of an uncritical integration of lead users and indicates that the extent to which lead users are integrated depends upon the nature of the product and the particularities of the relationship between the company and the respective lead user. The article concludes with a discussion, critical reflection and suggestions for future research.

Keywords: lead users; customer integration; open innovation; mechanical engineering; product development; innovation management; innovation process; R&D management; research and development.

DOI: 10.1504/IJTMKT.2009.026871

International Journal of Technology Marketing, 2009 Vol.4 No.2/3, pp.217 - 229

Published online: 27 Jun 2009 *

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