Innovativeness in industrial organizations

A two-stage model of adoption

Stéphane Gauvin, Rajiv K. Sinha

Research output: Contribution to journalArticle

25 Citations (Scopus)

Abstract

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.

Original languageEnglish (US)
Pages (from-to)165-183
Number of pages19
JournalInternational Journal of Research in Marketing
Volume10
Issue number2
DOIs
StatePublished - 1993

Fingerprint

Microcomputers
Logistic Models
Two-stage model
Industrial organization
Innovativeness
Personal computer
Robustness
Adoption of innovations
Modeling
Logit model
Organizational characteristics

ASJC Scopus subject areas

  • Marketing
  • Applied Psychology

Cite this

Innovativeness in industrial organizations : A two-stage model of adoption. / Gauvin, Stéphane; Sinha, Rajiv K.

In: International Journal of Research in Marketing, Vol. 10, No. 2, 1993, p. 165-183.

Research output: Contribution to journalArticle

Gauvin, Stéphane ; Sinha, Rajiv K. / Innovativeness in industrial organizations : A two-stage model of adoption. In: International Journal of Research in Marketing. 1993 ; Vol. 10, No. 2. pp. 165-183.
@article{83cb7c67cd9c4ee0b1558264914cf2f4,
title = "Innovativeness in industrial organizations: A two-stage model of adoption",
abstract = "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.",
author = "St{\'e}phane Gauvin and Sinha, {Rajiv K.}",
year = "1993",
doi = "10.1016/0167-8116(93)90003-H",
language = "English (US)",
volume = "10",
pages = "165--183",
journal = "International Journal of Research in Marketing",
issn = "0167-8116",
publisher = "Elsevier",
number = "2",

}

TY - JOUR

T1 - Innovativeness in industrial organizations

T2 - A two-stage model of adoption

AU - Gauvin, Stéphane

AU - Sinha, Rajiv K.

PY - 1993

Y1 - 1993

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.

UR - http://www.scopus.com/inward/record.url?scp=38249001524&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=38249001524&partnerID=8YFLogxK

U2 - 10.1016/0167-8116(93)90003-H

DO - 10.1016/0167-8116(93)90003-H

M3 - Article

VL - 10

SP - 165

EP - 183

JO - International Journal of Research in Marketing

JF - International Journal of Research in Marketing

SN - 0167-8116

IS - 2

ER -