Early Customer Integration ECI - New Trends and Developments beyond the Lead User Approach
Type
conference paper
Date Issued
2005-05-07
Author(s)
Abstract
In the current diverse and dynamic business environment, customer contributions can improve the effectiveness of product innovation activities. Consequently, companies engage in numerous initiatives to get closer to their customers or involve them directly in their innovation processes. In this analysis of European high-tech companies, the authors focus on the innovation front-end, since during the early stages of the innovation process, customer consideration can greatly affect innovation success. Using specific manufacturer goals for early customer integration (ECI) as starting point, the authors derive necessary customer contributions, then develop a conceptual framework for ECI. Four new customer roles enhance the well-known lead user approach: opportunity sensor, complementary specialist, specifier, and selector. Using this foundation, the paper analyses the respective characteristics and managerial challenges of these ECI roles.
Language
English
Keywords
open innovation
early customer integration (ECI)
lead user
innovation front-end
customer role
HSG Classification
not classified
Refereed
Yes
Publisher
Emerald
Start page
20
Event Title
5th European Academy of Management Conference (EURAM) 2005
Event Location
Munich
Event Date
04.-07.05.2005
Subject(s)
Division(s)
Eprints ID
29325