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Geoffrey Moore defines discontinuous innovations as " new products or services 1
that require the end-user and the marketplace to dramatically change their past behavior, with the promise of gaining equally dramatic new benefits." 49 During the past quarter century, discontinuous innovations have been common in the computer-electronics industry, creating massive new spending, fierce competition, and a whole host of firms that are redrawing the boundaries of the high- technology marketplace.
Fundamental to Moore's framework are five classes of customers who constitute the potential market for a discontinuous innovation (Table 7.1).
A discontinuous innovation appears that incorporates breakthrough technolog}7 and promises new solutions for
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