To what extent does a knowledge-intensive business service firm need customer knowledge integrative activities The case of DigiCAP

Abstract

This study examines the relationship between customer knowledge degree and integrative activity of customer knowledge in a new custom product development process by using an exploratory and qualitative single case study of a knowledge-intensive business service (KIBS) firm. In spite of the importance of customer knowledge integrative activities to a KIBS firm and the traditional significance of customer knowledge in the field of marketing, there is an unexplored question of to what extent a KIBS firm needs to have customer knowledge integrative activities. This study empirically identifies that a KIBS firm requires much effort and time for customer knowledge integrative activity to develop a new custom product, while there were different properties and contents of customer knowledge integrative activity at each stage of a new custom product development process. It also identifies that the degree of customer knowledge integrative activity depends on the degree of complexity of a customer product, while the degree of prior customer knowledge in a KIBS firm can reverse influence the degree of customer knowledge integrative activity. Finally, this study further explores two factors which can influence customer knowledge integrative activity: the range of customers and product characteristics.