Performance Assessment of the Lead User Idea-Generation Process for New Product Development¶
Lilien. (2002). Performance Assessment of the Lead User Idea-Generation Process for New Product Development. Management Science.
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Domain-specific¶
- Key Informant
- Documented 3M lead-user projects generated markedly higher revenue forecasts than the firm's conventionally-developed lines, because users positionally ahead of the market see requirements the average customer cannot yet articulate.
This sourceThe 3M natural experiment in which annual sales of the average lead-user project's ideas were conservatively projected at $146 million five years out, more than eight times the forecast sales of the average contemporaneously conducted traditional project.
Supported in partVerified against the publisher's abstract
“Annual sales of LU product ideas generated by the average LU project at 3M are conservatively projected to be $146 million after five years—more than eight times higher than forecast sales for the average contemporaneously conducted “traditional” project.”
- Documented 3M lead-user projects generated markedly higher revenue forecasts than the firm's conventionally-developed lines, because users positionally ahead of the market see requirements the average customer cannot yet articulate.
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