Institute for Technology and Innovation ManagementHamburg University of Technology

Implementation of lead users into management practice

An analysis in the German-speaking area

Jens Lehnen, Daniel Ehls and Cornelius Herstatt

Institute for Technology and Innovation ManagementHamburg University of Technology

12th Annual Open and User Innovation WorkshopHarvard Business SchoolBoston, 28th of July 2014

(1) In how far is the understanding of lead user innovations in theory and practice coherent?

(2) In how far is the integration of lead users a frequently, systematically utilized method in management practice?

(3) Do firms conduct the classical, theoretical approach or have they modi-fied or advanced the process and methods?

Jens Lehnen - OUI 2014 - 28th of July 2014 2

LEAD USERTHEORY PRACTICE

After 30 years of research: How is the lead user approach implemented into practice?

Initial problem and questions

Methodology

3Jens Lehnen - OUI 2014 - 28th of July 2014

PRE STUDY- Literature analyses- Expert interviews

MAIN STUDY- Quantitative: Survey

- Qualitative: Case studies

TRANSFER- Adopt experiences

from practice- Best practice

First results and next steps

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• Differences between theory and practice do exist

• Process of integrating lead users is advanced and adapted in practice

• Companies must frequently handle main barriers

First results

• Development of hypotheses

• Empirical study to answer research questions

Next steps

Jens Lehnen - OUI 2014 - 28th of July 2014

Thank you for your attention!

Jens LehnenInstitute for Technology and Innovation ManagementHamburg University of Technology+49 40 42878 4237+49 40 42878 2867www.tuhh.de/tim