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Corporate Customers' Resistance To Industrial Service Innovations

Author

Listed:
  • HEIDI M. E. KORHONEN

    (VTT Technical Research Centre of Finland, P.O. Box 1000, FI-02044 VTT, Finland)

  • ILARI KAARELA

    (VTT Technical Research Centre of Finland, P.O. Box 1000, FI-02044 VTT, Finland)

Abstract

This paper examines the reasons for corporate customers' resistance to adopt industrial service innovations provided by their supplier companies. It is based on work with nine Finnish suppliers of industrial services and their potential customers. We view organizations as networks of individual adopters. We find that organizational sentiment towards adopting an innovation is often ambivalent and that resisting views reveal important drawbacks of an innovation that need to be addressed. The results clarify the effects of utility, cost, emotion and risk aversion in organizational service decisions emphasizing the fit of the service for the customer.

Suggested Citation

  • Heidi M. E. Korhonen & Ilari Kaarela, 2011. "Corporate Customers' Resistance To Industrial Service Innovations," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 15(03), pages 479-503.
    • Handle: RePEc:wsi:ijimxx:v:15:y:2011:i:03:n:s136391961100343x
    DOI: 10.1142/S136391961100343X
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    References listed on IDEAS

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    1. Joe Tidd (ed.), 2010. "Gaining Momentum:Managing the Diffusion of Innovations," World Scientific Books, World Scientific Publishing Co. Pte. Ltd., number p625, September.
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    Cited by:

    1. Huang, Dan & Jin, Xin & Coghlan, Alexandra, 2021. "Advances in consumer innovation resistance research: A review and research agenda," Technological Forecasting and Social Change, Elsevier, vol. 166(C).
    2. Nastasje Johnson & Marike Venter, 2016. "Factors Affecting Consumer Resistance to Innovation Diffusion of E-Cigarettes," Journal of Economics and Behavioral Studies, AMH International, vol. 8(5), pages 108-119.
    3. María Leticia Santos-Vijande & José Ángel López-Sánchez & John Rudd, 2016. "Frontline employees’ collaboration in industrial service innovation: routes of co-creation’s effects on new service performance," Journal of the Academy of Marketing Science, Springer, vol. 44(3), pages 350-375, May.

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