Competing Against Luck: The Story of Innovation and Customer Choice

Christensen, Clayton M; Hall, Taddy; Dillon, Karen; Duncan, David S

ISBN 10: 1441739866 ISBN 13: 9781441739865

Publisher: Harper Business, 2016

Synopsis

The foremost authority on innovation and growth presents a path-breaking book every company needs to transform innovation from a game of chance to one in which they develop products and services customers not only want to buy, but are willing to pay premium prices for. How do companies know how to grow? How can they create products that they are sure customers want to buy? Can innovation be more than a game of hit and miss? Harvard Business School professor Clayton Christensen has the answer. A generation ago, Christensen revolutionized business with his groundbreaking theory of disruptive innovation. Now, he goes further, offering powerful new insights. After years of research, Christensen has come to one critical conclusion: our long held maxim -- that understanding the customer is the crux of innovation -- is wrong. Customers don't buy products or services; they ''hire'' them to do a job. Understanding customers does not drive innovation success, he argues. Understanding customer jobs does. The ''Jobs to Be Done'' approach can be seen in some of the world's most respected companies and fast-growing startups, including Amazon, Intuit, Uber, Airbnb, and Chobani yogurt, to name just a few. But this book is not about celebrating these successes -- it's about predicting new ones. Christensen contends that by understanding what causes customers to ''hire'' a product or service, any business can improve its innovation track record, creating products that customers not only want to hire, but that they'll pay premium prices to bring into their lives. Jobs theory offers new hope for growth to companies frustrated by their hit and miss efforts.This book carefully lays down Christensen's provocative framework, providing a comprehensive explanation of the theory and why it is predictive, how to use it in the real world -- and, most importantly, how not to squander the insights it provides.

About this title

From the Back Cover

A generation ago, Clayton Christensen revolutionized business with his groundbreaking theory of disruption—a way to predict how competitors will respond to different types of innovation. In this book, Christensen and his coauthors examine the other side of the puzzle: what causes growth, and how to create it.

After years of research, Christensen, Hall, Dillon, and Duncan show that the long-held maxim—that the crux of innovation is knowing more and more about the customer—is wrong. Customers don’t simply buy products or services; they “hire” them to do a job. Understanding customers does not drive innovation success. The key is understanding customers’ Jobs to Be Done. The Jobs to Be Done approach can be seen in some of the world’s most respected companies and fast-growing startups, including Amazon, Intuit, Uber, and Airbnb to name just a few.

This book carefully lays down the authors’ provocative framework, providing a comprehensive explanation of the theory, why it’s predictive, and, most important, how to use it to improve innovation in the real world.

About the Author

Clayton M. Christensen is the Kim B. Clark Professor of Business Administration at Harvard Business School and the architect of and the world's foremost authority on disruptive innovation.

Taddy Hall is a Principal with The Cambridge Group and Leader of Nielsen's Breakthrough Innovation Project. As such, he helps senior executivescreate successful new products and improve innovation processes. Healso works extensively with executives in emerging markets as an advisor to the non-profit, Endeavor.

Karen Dillon is the former editor of the Harvard Business Review and co-author of New York Times best-seller How Will You Measure Your Life. She is a graduate of Cornell University and Northwestern University's Medill School of Journalism. In 2011 she was named by Ashoka as one of the world's most influential and inspiring women.

David S. Duncan is a senior partner at Innosight, and adviser to senior executives on innovation strategy and growth, helping them navigate disruptive change, create sustainable growth, and transform their organizations to thrive for the long-term. He is a graduate of Duke University and earned a Ph.D. in physics from Harvard University.

Edition details

• Publisher: Harper Business
• Publication date: 2016
• ISBN 10: 1441739866
• ISBN 13: 9781441739865
• Binding: Audio CD
• Language: English