Different determinants at different times: B2B adoption of a radical innovation

Vowles, N; Thirkell, P; Sinha, A

Different determinants at different times: B2B adoption of a radical innovation

Vowles, N Thirkell, P Sinha, A

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Publication Type:: Journal Article
Citation:: Journal of Business Research, 2011, 64 (11), pp. 1162 - 1168
Issue Date:: 2011-11-01

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Field	Value	Language
dc.contributor.author	Vowles, N	en_US
dc.contributor.author	Thirkell, P	en_US
dc.contributor.author	Sinha, A https://orcid.org/0000-0002-3165-4053	en_US
dc.date.issued	2011-11-01	en_US
dc.identifier.citation	Journal of Business Research, 2011, 64 (11), pp. 1162 - 1168	en_US
dc.identifier.issn	0148-2963	en_US
dc.identifier.uri	http://hdl.handle.net/10453/116275
dc.description.abstract	This research aims to empirically determine which factors best explain business to business adoption of a radical, high-tech innovation early in the diffusion process. Early lifecycle data collection provides insights about the differences in determinants of adoption at different times in the product diffusion process. The results indicate that differences do exist between the determinants of early adoption, intent to adopt later, and unawareness of the innovation. The influencers of earliest adopters appear to be innovation-focused: the perceived benefits of the innovation as well as the strength of the producer network positively relate to early adoption; early adopters also tend to perceive the technology in the innovation as less different than previous technology than do those who intend to adopt later. The influence of a champion within the adopting firm, the ability of the firm to sense and respond to new technology, and the depth of technology knowledge within the adopting firm are significant influencers across multiple stages of diffusion, showing that firm-internal traits are particularly important influencers of adoption. Laggard firms are missing the critical firm traits that lead to information gathering and understanding of innovations. In addition to contributing to adoption research theory and methodology, this research has implications for innovation-marketing and innovation-adopting firms. © 2011.	en_US
dc.relation.ispartof	Journal of Business Research	en_US
dc.relation.isbasedon	10.1016/j.jbusres.2011.06.016	en_US
dc.subject.classification	Marketing	en_US
dc.title	Different determinants at different times: B2B adoption of a radical innovation	en_US
dc.type	Journal Article
utslib.citation.volume	11	en_US
utslib.citation.volume	64	en_US
utslib.for	150307 Innovation and Technology Management	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
utslib.copyright.status	closed_access
pubs.issue	11	en_US
pubs.publication-status	Published	en_US
pubs.volume	64	en_US

Abstract:

This research aims to empirically determine which factors best explain business to business adoption of a radical, high-tech innovation early in the diffusion process. Early lifecycle data collection provides insights about the differences in determinants of adoption at different times in the product diffusion process. The results indicate that differences do exist between the determinants of early adoption, intent to adopt later, and unawareness of the innovation. The influencers of earliest adopters appear to be innovation-focused: the perceived benefits of the innovation as well as the strength of the producer network positively relate to early adoption; early adopters also tend to perceive the technology in the innovation as less different than previous technology than do those who intend to adopt later. The influence of a champion within the adopting firm, the ability of the firm to sense and respond to new technology, and the depth of technology knowledge within the adopting firm are significant influencers across multiple stages of diffusion, showing that firm-internal traits are particularly important influencers of adoption. Laggard firms are missing the critical firm traits that lead to information gathering and understanding of innovations. In addition to contributing to adoption research theory and methodology, this research has implications for innovation-marketing and innovation-adopting firms. © 2011.

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http://hdl.handle.net/10453/116275