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Intra-Firm Adoption Decisions

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Author Info
Everdingen, Y.M. van
Wierenga, B. (Erasmus Research Institute of Management (ERIM), RSM Erasmus University)
Abstract

The subject of this paper is intra-firm adoption decisions, a relatively unexplored research area in the marketing literature. In particular, we investigate which factors influence the intra-firm adoption decisions regarding the common European currency of the treasury, purchasing and sales departments of European companies. Two sets of independent variables were hypothesized to influence the intra-firm adoption decisions, i.e. (1) variables known from the inter-firm diffusion literature, (2) variables specifically relevant for intra-firm analyses of innovation acceptance. The hypotheses are tested using data from treasury, purchasing and sales managers (441 respondents in total) from companies located in five different European countries. The results of logistic regression show that the proposed intra-firm variables are indeed important explanatory variables that should be included in intra-firm analyses. Moreover, for the inter-firm variables we found differences in the effects between departments, which demonstrates the very need for an intra-firm analysis.

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Publisher Info
Paper provided by Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam. in its series Research Paper with number ERS-2001-21-MKT Revision_Date: 2009-11-09.

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Date of creation: 05 Apr 2001
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Handle: RePEc:dgr:eureri:200180

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Related research
Keywords: intra-firm adoption; European marketing; European Monetary Union; business marketing; innovation;

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  1. Gatignon, Hubert & Robertson, Thomas S, 1985. " A Propositional Inventory for New Diffusion Research," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 11(4), pages 849-67, March.
  2. Katz, Michael L & Shapiro, Carl, 1986. "Technology Adoption in the Presence of Network Externalities," Journal of Political Economy, University of Chicago Press, vol. 94(4), pages 822-41, August. [Downloadable!] (restricted)
  3. Frambach, Ruud T. & Barkema, Harry G. & Nooteboom, Bart & Wedel, Michel, 1998. "Adoption of a service innovation in the business market: An empirical test of supply-side variables," Journal of Business Research, Elsevier, vol. 41(2), pages 161-174, February. [Downloadable!] (restricted)
  4. Katz, Michael L & Shapiro, Carl, 1992. "Product Introduction with Network Externalities," Journal of Industrial Economics, Blackwell Publishing, vol. 40(1), pages 55-83, March. [Downloadable!] (restricted)
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