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

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  • Vowles, Nicole
  • Thirkell, Peter
  • Sinha, Ashish

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.

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  • Vowles, Nicole & Thirkell, Peter & Sinha, Ashish, 2011. "Different determinants at different times: B2B adoption of a radical innovation," Journal of Business Research, Elsevier, vol. 64(11), pages 1162-1168.
    • Handle: RePEc:eee:jbrese:v:64:y:2011:i:11:p:1162-1168
    DOI: 10.1016/j.jbusres.2011.06.016
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    References listed on IDEAS

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    Cited by:

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    2. Ljungquist, Urban, 2012. "New Dimensions Added for Enhanced Core Competence Application," Working Papers 2012/03, Blekinge Institute of Technology, Department of Industrial Economics.
    3. Cheng, Cheng-Feng & Chang, Man-Ling & Li, Chu-Shiu, 2013. "Configural paths to successful product innovation," Journal of Business Research, Elsevier, vol. 66(12), pages 2561-2573.
    4. Hans Rawhouser & Silvio Vismara & Nir Kshetri, 2024. "Blockchain and vulnerable entrepreneurial ecosystems," Entrepreneurship & Regional Development, Taylor & Francis Journals, vol. 36(1-2), pages 10-35, January.
    5. Dwivedi, Abhishek & Pawsey, Nicholas, 2023. "Examining the drivers of marketing innovation in SMEs," Journal of Business Research, Elsevier, vol. 155(PB).
    6. Juan A. Martínez-Román & Isidoro Romero, 2017. "Determinants of innovativeness in SMEs: disentangling core innovation and technology adoption capabilities," Review of Managerial Science, Springer, vol. 11(3), pages 543-569, July.
    7. Brinkerink, Jasper & Rondi, Emanuela & Benedetti, Carlotta & Arzubiaga, Unai, 2020. "Family business or business family? Organizational identity elasticity and strategic responses to disruptive innovation," Journal of Family Business Strategy, Elsevier, vol. 11(4).
    8. Sana Akbar Khan, 2017. "Consumer Innovation Adoption Stages and Determinants," Working Papers 03, Venice School of Management - Department of Management, Università Ca' Foscari Venezia.
    9. Lucia-Palacios, Laura & Bordonaba-Juste, Victoria & Polo-Redondo, Yolanda & Grünhagen, Marko, 2014. "Technological opportunism effects on IT adoption, intra-firm diffusion and performance: Evidence from the U.S. and Spain," Journal of Business Research, Elsevier, vol. 67(6), pages 1178-1188.
    10. Makkonen, Hannu & Johnston, Wesley J. & Javalgi, Rajshekhar (Raj) G., 2016. "A behavioral approach to organizational innovation adoption," Journal of Business Research, Elsevier, vol. 69(7), pages 2480-2489.
    11. Jon Martin Denstadli & Tom Erik Julsrud, 2019. "Moving Towards Electrification of Workers’ Transportation: Identifying Key Motives for the Adoption of Electric Vans," Sustainability, MDPI, vol. 11(14), pages 1-19, July.

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