Quotation Hienerth, Christoph, Lettl, Christopher. 2017. Understanding the Nature and Measurement of the Lead User Construct. Journal of Product Innovation Management (JPIM) 34 (1), 3-12.




The lead user concept has attracted a lot of attention from scholars and practitioners alike. However, different studies apply different conceptualizations and measures of the lead user construct. Such variation in measurement of the construct make it almost impossible to consolidate findings from prior lead user research, which in turn hampers the accumulation of insights on the concept itself. This is also a challenge with respect to managerial practice: due to different interpretations of the concept, managers and R&D staff find it difficult to identify lead users for workshops and cooperation, and companies are often unable to transfer results from lead user projects to new product and business development. As a result, they only rarely repeat their work with lead users. The aim of this article is therefore to provide some thoughts and guidance on the conceptualization and measurement of the lead user construct.


Press 'enter' for creating the tag

Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Journal of Product Innovation Management (JPIM)
Citation Index SSCI
WU Journalrating 2009 A
WU-Journal-Rating new INF-A, MAR-A+, STRAT-A, WH-A
Language English
Title Understanding the Nature and Measurement of the Lead User Construct
Volume 34
Number 1
Year 2017
Page from 3
Page to 12
Reviewed? Y
URL http://onlinelibrary.wiley.com/doi/10.1111/jpim.12318/abstract
DOI http://dx.doi.org/10.1111/jpim.12318


Lettl, Christopher (Details)
Hienerth, Christoph (WHU Otto Beisheim School of Management, Germany)
Institute for Strategy, Technology and Organization IN (Details)
Competence Center for Sustainability Transformation and Responsibility WE (Details)
Google Scholar: Search