Citation
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
TL;DR
Technology adoption follows predictable lifecycle
Technology adoption lifecycle framework that maps to succession stages. Moore's 'chasm' between early adopters and mainstream corresponds to the Pioneer→Early Expansion transition. Provides practical guidance for navigating this critical transition.
Key Findings from Moore (1991)
- Technology adoption follows predictable lifecycle
- Gap ('chasm') exists between early adopters and mainstream
- Different marketing strategies needed for each segment
- Many products fail at the chasm transition