1. Institute for Technology and Innovation Management Hamburg University of Technology Implementation of lead users into management practice An analysis in the German-speaking area Jens Lehnen, Daniel Ehls and Cornelius Herstatt Institute for Technology and Innovation Management Hamburg University of Technology 12 th Annual Open and User Innovation Workshop Harvard Business School Boston, 28 th of July 2014

2. (1)In how far is the understanding of lead user innovations in theory and practice coherent? (2)In how far is the integration of lead users a frequently, systematically utilized method in management practice? (3)Do firms conduct the classical, theoretical approach or have they modi- fied or advanced the process and methods? Jens Lehnen - OUI 2014 - 28 th of July 2014 2 LEAD USER THEORYPRACTICE After 30 years of research: How is the lead user approach implemented into practice? Initial problem and questions

3. Methodology 3 Jens Lehnen - OUI 2014 - 28 th of July 2014 PRE STUDY - Literature analyses - Expert interviews MAIN STUDY - Quantitative: Survey - Qualitative: Case studies TRANSFER - Adopt experiences from practice - Best practice

4. First results and next steps 4 Differences between theory and practice do exist Process of integrating lead users is advanced and adapted in practice Companies must frequently handle main barriers First results Development of hypotheses Empirical study to answer research questions Next steps Jens Lehnen - OUI 2014 - 28 th of July 2014

5. Thank you for your attention! Jens Lehnen Institute for Technology and Innovation Management Hamburg University of Technology +49 40 42878 4237 +49 40 42878 2867 www.tuhh.de/tim