Two types of lead users in a model for the transfer of technology into households

Abstract

In this paper, we propose a multi lead users model for the transfer of technology into households through an empirical analysis of the development and diffusion of induction heating (IH) cookery. Even if big firms successfully develop a technology such as IH, a new cooking paradigm based upon a special cooking device or special recipes is necessary when introducing a new technology to households. We postulate that two types of lead users play crucial roles in the task: reasoning-based lead users with technological expertise contribute to the development of functionality; sensitivity- based lead users having little expertise contribute to diffusion by making product socially trendy and authentically attractive. When introducing advanced technologies such as robots that have not been successfully diffused into households, forming flexible networks between the multi lead users and other stakeholders becomes highly indispensable.