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Lead user et leader d’opinion : deux cibles majeures au service de l'innovation

Author

Listed:
  • Amina Béji-Bécheur

    (OEP - Organisation, Efficacité, Production - CNRS - Centre National de la Recherche Scientifique)

  • Mathilde Gollety

    (PRISM Sorbonne - Pôle de recherche interdisciplinaire en sciences du management - UP1 - Université Paris 1 Panthéon-Sorbonne)

Abstract

Napster, le VTT, Linux, sont autant de produits ou services développés par des consommateurs appelés lead users par von Hippel. Profil peu étudié en France, le lead user joue pourtant un rôle important dans le processus d'innovation. Au côté du lead user, le leader d'opinion, plus étudié, a une responsabilité dans la diffusion de l'innovation. En quoi le lead user se différencie-t-il du leader d'opinion, auquel il est souvent associé ? Au travers de deux terrains, l'un en France, l'autre aux États-Unis, cet article confirme que le lead user et le leader d'opinion sont deux concepts distincts mais complémentaires. La prise en compte de ces deux cibles permet d'envisager une démarche marketing opérationnelle qui intègre le client-utilisateur en amont et en aval du processus d'innovation.

Suggested Citation

  • Amina Béji-Bécheur & Mathilde Gollety, 2007. "Lead user et leader d’opinion : deux cibles majeures au service de l'innovation," Post-Print halshs-02914427, HAL.
    • Handle: RePEc:hal:journl:halshs-02914427
    DOI: 10.7193/DM.048.21.34
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    Citations

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    Cited by:

    1. Oleg Curbatov & Marie Louyot-Gallicher & Audrey Bonnemaizon, 2010. "La Compétence Du Consommateur : État D'Avancement De La Recherche," Post-Print hal-01423621, HAL.
    2. Oleg Curbatov, 2013. "The 'Knowledge Marketing': A New Trend In A Management Science World," Post-Print hal-01509370, HAL.
    3. Audrey Bonnemaizon & Wided Batat, 2011. "How competent are consumers? The case of the energy sector in Francei," Post-Print hal-01135360, HAL.
    4. Audrey Bonnemaizon & Oleg Curbatov & Marie Louyot-Gallicher, 2010. "Un regard croisé sur les compétences du consommateur : vers une nouvelle typologie," Post-Print hal-01423674, HAL.
    5. Oleg Curbatov & Marie Louyot-Gallicher, 2017. "The 'Knowledge Marketing': a way of TCR « Transformative Consumer Research » through awareness of consumer's skills [Le 'Knowledge Marketing' : une voie de la TCR « Transformative Consumer Research," Post-Print hal-01422850, HAL.
    6. Wided Batat & Audrey Bonnemaizon, 2010. "Crossed Glances on the Perception of Consumer Competencies within the Energy Sector: The Case of a French Energy Supplier," Post-Print halshs-00527920, HAL.
    7. Alice Sohier & Romain Sohier, 2015. "Rock Festival Volunteer, Exalted Consumption’S Experience [Benevole De Festival Rock, Une Experience De Consommation Sublimee]," Post-Print hal-01885791, HAL.
    8. Oleg Curbatov & Marie Louyot-Gallicher, 2014. "La prise de conscience et les compétences du client dans les situations de précarisation : vers un modèle du '4D Knowledge Marketing' au service de la Stratégie Europe 2020," Post-Print hal-01491108, HAL.
    9. Hurmelinna-Laukkanen, Pia & Nätti, Satu & Pikkarainen, Minna, 2021. "Orchestrating for lead user involvement in innovation networks," Technovation, Elsevier, vol. 108(C).
    10. Oleg Curbatov & Marie Louyot-Gallicher, 2011. "The Knowledge Marketing and competencies of customer for the co-creation [Le Knowledge Marketing et les compétences du consommateur au service de la co-création]," Post-Print hal-01490066, HAL.
    11. Linda Hamdi-Kidar & Cyrielle Vellera, 2012. "What drives lead users to become users entrepreneurs ? an exploratory study of motivations," Post-Print halshs-00851319, HAL.
    12. Oleg Curbatov & Marie Louyot-Gallicher & Audrey Bonnemaizon & Tatyana T.V. Teletska, 2010. "La « Competence Du Consommateur » Dans Le Renouvellement Des Theories Du Marketing," Post-Print hal-01490168, HAL.
    13. Emmanuelle Le Nagard & Fanny Reniou, 2013. "Co-innover avec les clients : entre intérêt et réticence pour les entreprises grand public," Post-Print hal-01322865, HAL.

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