How to Identify Lead Users by Customer Competence
نویسندگان
چکیده
Lead users can provide more help for the product development because they have leading requirements and rich experiences on product usage. Therefore, the company must invite lead users to participate development. But by far, it’s still a difficulty to identify lead users from a large amount of common consumers. This paper makes a research and found that, the difference between lead users and common consumers is that lead users have higher competencies than common consumers. So, customer competence can be used as an indicator to measure lead users. Based on this, a model of identifying lead users by computing their competencies is built. In this model, customer’s competences of innovation, cooperation, communication and knowledge are considered as major dimensions for identifying lead users. By using this model, a company should be able to identify lead users more easily, regardless of in industrial market or consumer market.
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