Starjournal Quotation Nishikawa, Hidehiko, Schreier, Martin, Fuchs, Christoph, Ogawa, Susumu. 2017. The value of marketing crowdsourced new products as such: Evidence from two randomized field experiments. Journal of Marketing Research (JMR). 54 (4), 525-539.


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Abstract

In order to complement their in-house, designer-driven efforts, companies are increasingly experimenting with crowdsourcing initiatives in which they invite their user communities to generate new product ideas. While innovation scholars have started to analyze the objective promise of crowdsourcing, the research presented here is unique in pointing out that merely marketing the source of design to customers might bring about an incremental increase in product sales. The findings from two randomized field experiments reveal that labeling crowdsourced new products as such, that is, marketing the product as “customer-ideated” at the point of purchase versus not mentioning the specific source of design, increased the product's actual market performance by up to 20 percent. Two controlled follow-up studies reveal that the effect observed in two distinct consumer goods domains (food, electronics) can be attributed to a quality inference: consumers perceive “customer-ideated” products to be based on ideas that address their needs more effectively, and the corresponding design mode is considered superior in generating promising new products.

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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Journal of Marketing Research (JMR)
Citation Index SSCI
WU Journalrating 2009 A+
Starjournal Y
Language English
Title The value of marketing crowdsourced new products as such: Evidence from two randomized field experiments
Volume 54
Number 4
Year 2017
Page from 525
Page to 539
Reviewed? Y
DOI http://dx.doi.org/10.1509/jmr.15.0244
Open Access N

Associations

People
Schreier, Martin (Details)
External
Fuchs, Christoph (Erasmus University Rotterdam, Netherlands)
Nishikawa, Hidehiko (Hosei University, Japan)
Ogawa, Susumu (Kobe University, Japan)
Organization
Marketing Management IN (Details)
Competence Center for Experimental Research WE (Details)
Research areas (Ă–STAT Classification 'Statistik Austria')
5320 Marketing (Details)
5350 Innovation research (Details)
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