John H. Roberts

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It is known that end users of products and services sometimes innovate, and that innovations developed by users sometimes become the basis for important new commercial products and services. It has also been argued and to some extent shown that such innovations will be found concentrated in a " lead user " segment of the user community. However, neither the(More)
As a first step towards a better understanding of durable goods marketing, a prelaunch forecasting model and measurement system for marketing planning is proposed and applied to a new automobile. Especially challenging factors included in the model are: active search by consumers, dealer visits, word-of-mouth communication, magazine reviews, and production(More)
The marketing decision models field has produced many striking developments that have had a dramatic impact on practice. However, the field has produced orders of magnitude more developments that have received minimal use. In this article, the author notes the many successful marketing model developments but then considers the relatively low level of(More)
" Lead users " are defined as being at the leading edge of markets, and as having a high incentive to innovate. Empirical research has shown the value of lead user need and solution data to new product development processes. However, the nature of the lead user construct itself has not been studied to date. In this paper we fill this significant gap by(More)
  • Hardie, Leonard Bruce, Peter Lodish, Alistair Fader, Sutcliffe, John H Roberts +19 others
  • 2005
A factor-analytic model for representing the market structure in panel data. The role of sensory-specific satiety in attribute level variety seeking. Implementing a pre-launch diffusion model: measurement and management challenges of the Telstra switching study. A pre-launch diffusion model for evaluation of market defense strategies. A general unfolding(More)
We greatly appreciate the financial support of the Marketing Science Institute. We thank Darren Filson and Peter Golder for providing some of the data we use, and the following people who commented on an earlier draft of this paper: ABSTRACT In contrast to the prevailing supply-side explanation that price decreases are the key driver of a sales takeoff , we(More)
I n 2003 the INFORMS Society for Marketing Science (ISMS) introduced and conducted its inaugural Practice Prize Competition. The reports and papers that follow are the finalists from that competition, representing the best examples of rigor plus relevance that our profession produces. Background ISMS'S bylaws state that its purpose "... is to foster the(More)
Leading edge users present a reasonably new concept in the innovation literature. von Hippel (1986) suggests that they can be used as a source of new product ideas and to predict market acceptance of new products, yet to date little work has been done to establish the validity and reliability of this construct and how it relates to more traditional measures(More)