DOI: 10.3724/SP.J.1249.2018.04426

Journal of Shenzhen University Science and Engineering (深圳大学学报理工版) 2018/35:4 PP.426-431

User innovativeness prediction based on an involvement-emotion-cognition framework

With the development of the internet industry in recent years, the demand for product innovation is increasing in emerging enterprises, from large potential online users and acquiring their demand for new products is an effective way for enterprises to innovate their products. However, existing market theories and segmentation models fail to achieve such purpose. This study proposes an integrated customer segmentation framework for the prediction of innovative users based on three user innovation characteristics (i.e., involvement, emotion and cognition). Combining text mining methods, this framework is able to predict innovative users from massive online user data by calculating the users' innovation level based on extracted users' innovation features. At last, a case study with data from a well-known Chinese online user-generated-content community is conducted and verifies the effectiveness of the proposed framework.

Key words:marketing,user research,innovative users,involvement-emotion-cognition framework,keyword extraction,innovation index

ReleaseDate:2018-07-26 10:51:03

[1] Von HIPPEL E. The dominant role of users in the scientific instrument innovation process[J]. Research Policy, 1976, 5(3):212-239.

[2] ROSENBERG N. Inside the black box:technology and economics[M]. Cambridge, UK:Cambridge University Press,1982.

[3] LEE K R. The role of user firms in the innovation of machine tools:the Japanese case[J]. Research Policy, 1996, 25:491-507.

[4] Von HIPPEL E. Lead users:a source of novel product concepts[J]. Management Science, 1986, 32(7):791-805.

[5] Von HIPPEL E, KATZ R. Shifting innovation to users via toolkits[J]. Management Science, 2002, 48(7):821-833.

[6] 林杰,陈亚萍.虚拟社区用户创新价值测度模型研究——以汽车论坛为例[J]. 上海管理科学,2017, 39(2):43-47. LIN Jie, CHEN Yaping. Research on the model of user innovation value measurement in virtual community-an example of an automobile forum[J]. Shanghai Management Science, 2017, 39(2):43-47.(in Chinese)

[7] 路晓伟,蒋馥,张欣欣.CRM中客户识别的多维框架[J]. 软科学,2004,18(1):40-43. LU Xiaowei, JIANG Fu, ZHANG Xinxin. Multidimensional framework for customer identification in CRM[J]. Soft Science, 2004, 18(1):40-43.(in Chinese)

[8] LUTHJE C. Characteristics of innovating users in a consumer goods field-an empirical study of sport-related product consumers[J]. Technovation, 2004, 24(9):683-695.

[9] CAHILL D J. Lifestyle market segmentation[M]. New York, USA:Haworth Press, 2014.

[10] CHEN J H, WU S L. The impact of customer relationship management and internal marketing on business performance:a comparison of lodging industries[J]. Total Quality Management & Business Excellence, 2016, 27(1):17-33.

[11] CHAN K Y, KWONG C K, HU B Q. Market segmentation and ideal point identification for new product design using fuzzy data compression and fuzzy clustering methods[J]. Applied Soft Computing, 2012, 12(4):1371-1378.

[12] JOONA K, ANNE J. Towards a framework of customer value assessment in B2B markets:an exploratory study[J].Industrial Marketing Management, 2013, 42(8):1307-1317.

[13] BECKER B W, CONNOR P E. Personal values of the heavy user of mass media[J]. Journal of Advertising Research, 1981, 21(5):37-43.

[14] KOTLER P. Marketing management:analysis, planning, implementation, and control[M]. 9th ed. New Jersey, USA:Prentice Hall, 1997.

[15] VENTER P, WRIGHT A, DIBB S. Performing market segmentation:a performative perspective[J]. Journal of Marketing Management, 2015, 31(1/2):62-83.

[16] UNHANANDANA M S, TEERAYOUT W. Customer relationship strategies:the study on customer perspectives[J]. International Journal of Business and Social Science, 2012, 3(15):155-160.

[17] HWANG H, JUNG T, SUH E. An LTV model and customer segmentation based on customer value:a case study on the wireless telecommunication industry[J]. Expert Systems with Applications, 2004, 26(2):181-188.

[18] 迈克尔·所罗门,卢泰宏,杨晓燕. 消费者行为学:第8版[M]. 北京:中国人民大学出版社,2009. SOLOMON M, LU Taihong, YANG Xiaoyan. Consumer behavior[M]. 8th ed. Beijing:China Renmin University Press, 2009.(in Chinese)

[19] HIENERTH C, Von HIPPEL E, JENSEN M B. User community vs. producer innovation development efficiency:a first empirical study[J]. Research Policy, 2014, 43(1):190-201.

[20] BOSCH-SIJTSEMA P, BOSCH J. User involvement throughout the innovation process in high-tech industries[J]. Journal of Product Innovation Management, 2015, 32(5):793-807.

[21] CUI A S, WU Fang.Utilizing customer knowledge in innovation:antecedents and impact of customer involvement on new product performance[J]. Journal of the Academy of Marketing Science, 2016, 44(4):516-538.

[22] MAHR D, LIEVENS A. Virtual lead user communities:drivers of knowledge creation for innovation[J]. Research Policy, 2012, 41(1):167-177.

[23] MATTHING J, KRISTENSSON P, GUSTAFSSON A, et al. Developing successful technology-based services:the issue of identifying and involving innovative users[J]. Journal of Services Marketing, 2006, 20(5):288-297.

[24] BILGRAM V, BREM A, VOIGT K I. User-centric innovations in new product development-systematic identification of lead users harnessing interactive and collaborative online-tools[J]. International Journal of Innovation Management, 2008, 12(3):419-458.

[25] FRANKE N, SHAH S. How communities support innovative activities:an exploration of assistance and sharing among end-users[J]. Research Policy, 2003, 32(1):157-178.

[26] ULRICH K T,EPPINGER S D.Product design and development[M]. 4th ed. New York, USA:McGraw-Hill, 2008.

[27] 刘俊,邹东升,邢欣来,等. 基于主题特征的关键词抽取[J]. 计算机应用研究,2012,29(11):4224-4227. LIU Jun, ZOU Dongsheng, XING Xinlai, et al. Keyword extraction based on theme features[J]. Application Research of Computers, 2012, 29(11):4224-4227.(in Chinese)

[28] 戚桂杰,李奕莹.企业开放式创新社区在线用户贡献度研究[J]. 科技进步与对策,2016,33(14):81-87. QI Guijie, LI Yiying. Research on the contribution degree of online users in the enterprise open innovation community[J]. Science & Technology Progress and Policy, 2016, 33(14):81-87.(in Chinese)

[29] 高忠义,王永贵. 用户创新及其管理研究现状与展望[J]. 外国经济与管理,2006,28(4):40-47. GAO Zhongyi, WANG Yonggui. User innovation and management research status and prospects[J]. Foreign Economics & Management, 2006, 28(4):40-47.(in Chinese)

[30] 陈星宇, 周展, 黄俊文, 等. 基于关键词挖掘的客户细分方法[J]. 深圳大学学报理工版, 2017, 34(3):300-305. CHEN Xingyu, ZHOU Zhan, HUANG Junwen, et al. A keyword-based mining method for customer segmentation[J]. Journal of Shenzhen University Science and Engineering, 2017, 34(3):300-305.(in Chinese)