A Learning Framework for Customer Integration: Know-how Acquisition, Dissemination and Utilization
Journal
Journal of Business Market Management
ISSN
1864-0753
ISSN-Digital
1864-0761
Type
journal article
Date Issued
2008-05
Author(s)
Sandmeier, Patricia
;
Morrison, Pamela D.
Abstract
Successful product innovation has increasingly been recognized as an outcome of integrating customers in the new product development process. Despite the attention of this research subject, the comprehension of how to learn from customers is still limited in scope and in depth. This research investigates ‘learning' in the customer integration context and discusses a conceptual framework from learning theory with customer know-how acquisition, dissemination and utilization as critical steps. The paper reports a comparative case study of new product development projects in a business-to-business context. The findings show empirical support for the developed framework and demonstrate the importance of a differentiated consideration of the three steps. They lead to determinants for successful customer know-how integration in new product development projects.
Language
English
HSG Classification
not classified
Refereed
Yes
Publisher
Gabler, Springer Fachmedien Wiesbaden
Publisher place
Wiesbaden
Volume
2
Number
2
Start page
79
End page
98
Pages
20
Subject(s)
Division(s)
Eprints ID
46606