Abstract
Developing a strong relation with lead-users can have a strong effect on the commercial success of radical innovations. We consider lead-user interaction as an important yet underexplored research topic in open innovation. In particular, we seize three themes defining the role of lead users. First, open innovation requires that the role of lead users is not analysed only at the dyad level but also at the value network level. Second, we use the innovation funnel as a tool to analyse the dynamics between lead users and the innovating firm. Finally, we show how outbound innovation activities of the innovating firm have a profound impact on the relationship between the innovating firm and its lead users.
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