TY - JOUR
T1 - Innovativeness in industrial organizations
T2 - A two-stage model of adoption
AU - Gauvin, Stéphane
AU - Sinha, Rajiv K.
N1 - Funding Information:
* The authors wish to acknowledge the Institute for the Study of Business Markets (Penn State University) for its financial support, and COMTEC Inc (Gartner Group) for providing access to their data.
PY - 1993/6
Y1 - 1993/6
N2 - Micro-models of adoption of innovations have provided contradictory results regarding the impact of organizational characteristics upon "innovativeness." We suggest that these differences can be reconciled by explicitly incorporating the notion that firms differ in terms of their Opportunities for Adoption. We propose a modeling approach to capture the probability of adoption as a function of opportunities for adoption, innovativeness and past adoptions. The model is tested on a sample of 8,000 firms in the context of the adoption of personal computers. The results are compared with those obtained from a conventional logit model. Split-sample validation attests to the robustness of the results from the two-stage model.
AB - Micro-models of adoption of innovations have provided contradictory results regarding the impact of organizational characteristics upon "innovativeness." We suggest that these differences can be reconciled by explicitly incorporating the notion that firms differ in terms of their Opportunities for Adoption. We propose a modeling approach to capture the probability of adoption as a function of opportunities for adoption, innovativeness and past adoptions. The model is tested on a sample of 8,000 firms in the context of the adoption of personal computers. The results are compared with those obtained from a conventional logit model. Split-sample validation attests to the robustness of the results from the two-stage model.
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U2 - 10.1016/0167-8116(93)90003-H
DO - 10.1016/0167-8116(93)90003-H
M3 - Article
AN - SCOPUS:38249001524
SN - 0167-8116
VL - 10
SP - 165
EP - 183
JO - International Journal of Research in Marketing
JF - International Journal of Research in Marketing
IS - 2
ER -