Collaboration with customers - Understanding the effect of customer-company interaction in new product development

Proceedings of the Annual Hawaii International Conference on System Sciences

Volumn , Issue , 2011, Pages

  Kristensson, Per ^a   Gustafsson, Anders ^a   Witell, Lars ^a  

^a KARLSTAD UNIVERSITY   (Sweden)

Author keywords

[No Author keywords available]

Indexed keywords

CO-CREATION; COMMUNICATION PROCESS; CUSTOMER COLLABORATION; CUSTOMER-COMPANY INTERACTIONS; DEVELOPMENT PROCESS; MARKET SHARE; NEW PRODUCT DEVELOPMENT; NEW PRODUCT DEVELOPMENT PERFORMANCE; NEW PRODUCT SUCCESS; NEW SERVICES; POSITIVE EFFECTS;

COMMUNICATION; COMPETITION; PRODUCT DEVELOPMENT; SALES; SYSTEMS SCIENCE;

CUSTOMER SATISFACTION;

EID: 79952959376     PISSN: 15301605     EISSN: None     Source Type: Conference Proceeding    
DOI: 10.1109/HICSS.2011.110     Document Type: Conference Paper

References (46)

1. J.S. Armstrong, and T.S. Overton, "Estimating Non-response Bias in Mail Surveys", Journal of Marketing Research, Vol. 14 (August), 1977, pp. 396-402.
2. K. Atuahene-Gima, S.F. Stanley, and E.M. Olson, "The Contingent Value of Responsive and Proactive Market Orientations for New Product Program Performance", Journal of Product Innovation Management, Vol. 22 (6), 2005, pp. 464-482.
3. J.M. Bonner, "Customer interactivity and new product performance: Moderating effects of product newness and product embeddedness", Industrial Marketing Management, Vol. 39 (3), 2010, pp. 485-492.
4. W.W. Chin, "The partial least squares approach to structural equation modeling", In Marcoulides, G.A. (Ed.), Modern Methods for Business Research, LEA, Mahwah, NJ, 1998.
5. C. Luthje, C. Herstatt, and E. von Hippel, "User-innovators and 'local' information: The case of mountain biking", Research Policy, Vol. 34 (6), August, 2005, pp. 951-965.
6. W.M. Cohen, and D.A. Levinthal, "Absorptive capacity: a new perspective on learning and innovation", Administrative Science Quarterly, 35(1), 1990, pp. 128-152.
7. R.G. Cooper, "Overhauling the new product process", Industrial Marketing Management, Vol. 25 (6), 1996, pp. 465-482.
8. R.L. Daft, and R.H. Lengel, "Organizational information requirements: media richness and structural design", Management Science, Vol. 32 (5), 1986, pp. 554-571.
9. G. S. Day, "The capabilities of market-driven organizations". Journal of Marketing, Vol. 56, No. 5, pp. 37-52, 1994.
10. B. Efron, and R.J. Tibshirani, An Introduction to the Bootstrap, Chapman & Hall, London, 1993.
11. C. Fornell and J. Cha, Partial least squares. In: R. P. Bagozzi (Ed.), Advanced methods of marketing research (pp. 52-78). Cambridge, MA: Blackwell, 1994.
12. C. Fornell and D. Larcker, Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 1981, 39-50.
13. C. Grönroos., Service Management and Marketing: A Customer Relationship Management Approach, John Wiley & Co, London, 2000.
14. K.E. Gruner, and C.Homburg, "Does Customer Interaction Enhance New Product Success?" Journal of Business Research, Vol. 49 (1), 2000, pp. 1-14.
15. A. Gustafsson, and M.D. Johnson, "Bridging the quality-satisfaction gap", Quality Management Journal, Vol. 4, 1997, pp. 27-43.
16. R.S. Hiltz, Johnson, K. and Turoff, M., "Experiments in group decision making communication process and outcome in face-to-face versus computerized conferences", Human Communication Research, Vol 13, No. 2, pp. 225-252, 1986.
17. J. Hulland, "Use of partial least squares (PLS) in strategic management research: a review of four recent studies", Strategic Management Journal, Vol. 20, 1999, pp. 195-204.
18. B.J. Jaworski, A.K. Kohli, and A. Sahay, "Market-Driven Versus Driving Markets", Journal of the Academy of Marketing Science, Vol. 28 (1), 2000, pp. 45-54.
19. A.W. Joshi, and S. Sharma, "Customer Knowledge Development: Antecedents and Impact on New Product Performance", Journal of Marketing, Vol. 68, 2004, pp. 47-59.
20. P. Kristensson, A. Gustafsson, and T.Archer, "Harnessing the Creative Potential among Users", Journal of Product Innovation Management, Vol. 21 (1), 2004, pp. 4-14.
21. R.F. Lusch, S.L. Vargo, and M. O'Brien, "Competing Through Service: Insights from Service-Dominant Logic", Journal of Retailing, Vol. 83 (1), 2007, pp. 5-18.
22. A. Lundkvist., and Yakhlef, A., (2004). "Customer Involvement in New Service Development". Managing Service Quality, 14 (2/3), 249-257.
23. P. Magnusson, P. Kristensson, and C. Hipp, "Exploring the Ideation Patterns of Ordinary Users", International Journal of Product Development, Vol. 11 (3/4), 2010, pp. 289-309.
24. J. Matthing., Sandén, B. and Edvardsson, B., "New Service Development: Learning From and With Customers", International Journal of Service Industry Management, Vol. 15, No. 5, pp. 479-498, 2004.
25. J. Mohr and J. Nevin, "Communication Strategies in Marketing Channels: A Theoretical Perspective", Journal of Marketing, 50 (October), 1990, pp. 36-51.
26. J.J. Mohr and Sohi R.S, "Communication flows in distribution channels: Impact on assessments of communication quality and satisfaction", Journal of Retailing, Vol. 71, No. 4, pp. 393-415, 1995.
27. R.M. Morgan, and S.D. Hunt, "The Commitment-Trust Theory of Relationship Marketing", Journal of Marketing, 58(3), 1994, pp. 20-38.
28. P.D. Morrison, J.H. Roberts, and E. von Hippel, "Determinants of User Innovation and Innovation Sharing in a Local Market", Management Science, 46 (12), 2000, pp. 1513-1527.
29. J.C. Narver, S.F. Slater, and D.L. MacLachlan, "Responsive and Proactive Market Orientation and New Product Success", Journal of Product Innovation Management, Vol. 21 (5), 2004, pp. 334-347.
30. S. Ogawa, "Does Sticky Information Affect the Locus of Innovation? Evidence from the Convenience-Store Industry", Research Policy, Vol. 26, 1998, pp. 777-790.
31. C.K. Prahalad, and Ramaswamy, V., The Future of Competition: Co-Creating Unique Value with Customers, Harvard Business School Press, Boston, 2004.
32. R. Ramirez, "Value Co-Production: Intellectual Origins and Implications for Practice and Research", Strategic Management Journal, Vol. 20 (1), 1999, pp. 49-65.
33. rd Ed.), The Free Press, New York, 1962, 1995.
34. S.F. Slater and J.C. Narver, "Customer-Led and Market-Oriented: Let's Not Confuse the Two", Strategic Management Journal, Vol. 19 (10), 1998, pp. 1001-1006.
35. J.E.M. Steenkamp, and H.C.M. van Trijp, "Quality Guidance: A Consumer-Based Approach to Food Quality Improvement Using Partial Least Squares", European Review of Agricultural Economics, Vol. 23, 1996, pp. 195-215.
36. X.M. Song, and M.E. Parry, "A Cross-National Comparative Study of New Product Development Processes: Japan and the United States," Journal of Marketing, Vol. 61 (2), 1997a, pp. 1-19.
37. X.M. Song, and P.E. Mark, "The Determinants of Japanese New Product Successes", Journal of Marketing Research, Vol. 34 (1), 1997b, pp. 64-76.
38. S. Thomke, , Experimentation matters, Harvard Business School Press, USA, 2003.
39. A. Toffler., The Third Wave, Bantam, New York, 1980.
40. S.L. Vargo, F.W. Morgan, M.Akaka, and Y. He, "The Service-Dominant Logic of Marketing: A Review and Assessment." Review of Marketing Research, Vol. 6, 2009
41. S.L. Vargo, and R.F. Lusch, "Evolving to a New Dominant Logic for Marketing", Journal of Marketing, Vol. 68 (1), 2004, pp. 1-17.
42. E. von Hippel., Democratizing Innovation, MIT Press, Cambridge, MA, 2005.
43. E. von Hippel, "'Sticky Information' and the Locus of Problem Solving: Implications for Innovation", Management Science, Vol. 40 (4), 1994, pp. 429-439.
44. L. Witell, P. Kristensson, A. Gustafsson, and M. Löfgren, "Idea Generation: Customer Cocreation versus Traditional Market Research Techniques," forthcoming in Journal of Service Management, Vol. 22 (2), 2011.
45. H. Wold., "Systems under indirect observation using PLS", in Fornell, C. (Ed.), Second Generation of Multivariate Analysis Methods, Praeger, New York, 1982.
46. C. Xie, Bagozzi, R.P., and Troye, S.V., "Trying to Prosume: Toward a Theory of Consumers as Co-Creators of Value," Journal of the Academy of Marketing Science, Vol. 36 (1), 2007, pp. 109-122.