Initial reference customer selection for high technology products

Management Decision

Volumn 45, Issue 6, 2007, Pages 982-990

  Gomez Arias, Tomas J ^a   Montermoso, Juan P ^b  

^a SAINT MARY'S COLLEGE OF CALIFORNIA   (United States)

^b Montermoso Associates   (United States)

Author keywords

Customer orientation; Innovation

Indexed keywords

EID: 34250316115     PISSN: 00251747     EISSN: None     Source Type: Journal    
DOI: 10.1108/00251740710762035     Document Type: Article

References (19)

1. Barret, V. (2006), "What the traffic will bear", Forbes, Vol. 2006, July 3, pp. 69-70.
2. Bekker, S. (2001), "Microsoft puts reference customer forward for SQL cluster", ENTmag.com, available at: Entmag.com/news/ print.asp?EditorialsID=1902 (accessed July 18, 2006).
3. Brockhoff, K. (2003), "Customers' perspectives of involvement in new product development", International Journal of Technology Management, Vol. 26 Nos 5/6, pp. 464-81.
4. Butcher, K., Sparkes, B. and O'Callaghan, F. (2001), "Evaluative and relational influences on service loyalty", International Journal of Service Industry Management, Vol. 12 No. 4, pp. 310-27.
5. Dolan, R.J. and Matthews, J.M. (1993), "Maximizing the utility of customer product testing: Beta test design and management", Journal of Product Innovation Management, Vol. 10, pp. 318-30.
6. Enkel, E., Perez-Freije, J. and Gassmann, O. (2005), "Minimizing market risks through customer integration in new product development: learning from bad practice", Creativity and Innovation Management, Vol. 14 No. 4, pp. 425-37.
7. Harvey, P. (2005), "Orckit soars on Corrigent sales", Light Reading, available at: www.lightreading.com/document.asp?doc_id= 71953&print=true (accessed July 21, 2006).
8. Javalgi, R.G. and Moberg, C.R. (1997), "Service loyalty: implications for service providers", Journal of Services Marketing, Vol. 11 No. 3, pp. 165-79.
9. Kaulio M.A. (1998), "Customer, consumer and user involvement in product development: A framework and a review of selected methods", Total Quality Management, Vol. 9 No. 1, pp. 141-9.
10. Lashinsky, A. (2006), "RAZR's edge", Fortune, Vol. 153 No. 11, pp. 124-32.
11. Luthje, C. and Herstatt, C. (2004), "The Lead User method: An outline of empirical findings and issues for future research", R&D Management, Vol. 34 No. 5, pp. 553-69.
12. Motorola (2005), "Motorola and Apple launch the world's first mobile phone with iTunes", news release, available at: www.motorola.com/mediacenter/news/detail.jsp?globalObjectId=5928_5890_23 (accessed August 16, 2006).
13. Peckham, R. (2006), "Early adoption brings risks", Communications News, Vol. 43 No. 5, p. 48.
14. REDORBIT (2006), "EnterpriseDB's first customer buys a piece of the action", Redorbit.com, available at: www.redorbit.com/news/ display/?id=435034 (accessed July 19, 2006).
15. Ruokolainen, J. (2005), "Gear-up your software start-up company by the first reference customer - nomothetic research study in the Thai software industry", Technovation, Vol. 25, pp. 135-44.
16. Ruokolainen, J. and Igel, B. (2004), "The factors of making the first successful customer reference to leverage the business of start-up software company - multiple case study in Thai software industry", Technovation, Vol. 24, pp. 673-81.
17. Takahashi, D. (2006), "Intel launches server chips to regain market share", San Jose Mercury News, available at: www.mercurynews.com/ mld/mercurynews/14908465.htm (accessed July 2, 2006).
18. Urban, G.L. and von Hippel, E. (1988), "Lead user analyses for the development of new industrial products", Management Science, Vol. 34 No. 5, pp. 569-82.
19. von Hippel, E. (1986), "Lead users: A source of novel product concepts", Management Science, Vol. 32 No. 7, pp. 691-805.