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Corporate Customers' Resistance To Industrial Service Innovations

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Author Info

  • 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)

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    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.

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    Bibliographic Info

    Article provided by World Scientific Publishing Co. Pte. Ltd. in its journal International Journal of Innovation Management.

    Volume (Year): 15 (2011)
    Issue (Month): 03 ()
    Pages: 479-503

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    Handle: RePEc:wsi:ijimxx:v:15:y:2011:i:03:p:479-503

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    Related research

    Keywords: Innovation resistance; innovation rejection; innovation adoption; industrial service; business-to-business; service innovation; organizational innovation; customer collaboration; customer understanding;

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