Acceso usuarios
Lars Witell, Anders Gustafsson, Michael D. Johnson
Purpose This study investigates how customer information obtained at different phases of a new product development (NPD) process influences profits from new offerings.
Design/methodology/approach A survey was conducted in the context of NPD in goods and services. A unique database was constructed that merged key informant survey responses with financial data for 244 firms. This database was used to replicate and extend previous research by posing a number of hypotheses regarding the role of obtaining customer information in NPD.
Findings The results show that obtaining customer information during NPD influences the profits from new offerings, which vary depending on the phase of the NPD process. The financial rewards from obtaining customer information for goods are highest in the early phases of the NPD process and decline in later phases. The financial rewards for services, on the other hand, are high in the early and late phases of the NPD process.
Research limitations/implications The research is based on a survey combined with objective financial data; that is, a combination of different data sources. The research would have benefitted from longer data series and a higher response rate.
Originality/value This study replicates and extends previous research by testing the role of obtaining customer information in both manufacturing and service firms by combining survey data with objective financial data.
