Business Intelligence

Dominant Use: How Customers Influence The Evolution Of New Products

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Executive Summary

Paying attention to how customers use a new product can help companies become more successful in the marketplace. How customers use a technology generates important information about its performance, design, and operational characteristics. As customers began to use the automobile in hilly and wet terrains, for example, they learned about issues with waterproofing and engine power. What customers learn plays an important role in the technological development of the product. However, customers may use the technology in different ways. Previous research observed that urban customers used the car primarily for transportation, but some farmers used it as a stationary source of power on the farm.

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