Marketing innovative technology to institutional buyers in educational settings

Journal of Business and Industrial Marketing

Volumn 12, Issue 1, 1997, Pages 7-21

  Lewin, Jeffrey E ^a   Bello, Daniel C ^a  

^a GEORGIA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0642368226     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629710157904     Document Type: Article

References (26)

1. Anderson, R.L. and Ortinau, D.J. (1988), "Exploring consumers' postadoption attitudes and use behaviors in monitoring the diffusion of a technology-based discontinuous innovation," Journal of Business Research, No. 17, November, pp. 283-98.
2. Bello, D.C. (1992), "Industrial buyer behavior at trade shows," Journal of Business Research, No. 25, August, pp. 59-80.
3. Crow, L.E. and Lindquist, J.D. (1985), "Impact of organizational and buyer characteristics on the buying center," Industrial Marketing Management, No. 14, pp. 49-58.
4. Day, R.L., and Herbig, P.A. (1990), "How diffusion of industrial innovations is different from new retail products," Industrial Marketing Management, No. 19, August, pp. 261-6.
5. Ellen, P.S., Bearden, W.O. and Sharma, B. (1991), "Resistance to technological innovations: an examination of the role of self-efficacy and performance satisfaction," Journal of the Academy of Marketing Science, No. 19, Fall, pp. 297-307.
6. Georne, C. (1992), "Publishers offer novels, encyclopedias in computer versions," Marketing News, No. 26, 17 February, p. 6.
7. Hair, J.F., Anderson, R.E., Tattham, R.L. and Black, W.C. (1992), Multivariate Data Analysis, Macmillan Publishing Company, New York, NY.
8. Hannan, B. (1991), "Time to learn more about the education market," Business Marketing Digest, No. 16, First Quarter, pp. 49-56.
9. Herbig, P.A. and Day, R.L. (1992), "Customer acceptance: the key to successful introductions of innovations," Marketing Intelligence & Planning, No. 10, January, pp. 4-15.
10. Hisrich, R.D. and Peters, M.P. (1991), Marketing Decision for New and Mature Products, Macmillan Publishing Company, New York, NY.
11. Hong, P. (1990), "The money questions that have schools stumped," Business Week, 4 June, pp. 98-9.
12. Johnston, W.J. and Bonoma, T.V. (1981), "The buying center: structure and interaction patterns," Journal of Marketing, No. 45, Summer, pp. 143-56.
13. Kassicieh, S.K. and Rogers, R.D. (1986), "Microcomputer purchase criteria across industries," Industrial Marketing Management, No. 15, pp. 139-46.
14. Mc Williams, R.D., Naumann, E. and Scott, S. (1992), "Determining buying center size," Industrial Marketing Management, No. 21, February, pp. 43-9.
15. Market Data Retrieval: The US Education Market (1993), Dun & Bradstreet Corporation, Shelton, CT.
16. Moriarity, R.T. Jr and Spekman, R.E. (1984), "An empirical investigation of the information sources used during the industrial buying process," Journal of Marketing Research, No. 21, May, pp. 134-47.
17. Naumann, E., Lincoln, D.J., and McWilliams, R.D. (1984), "The purchase of components: functional areas of influence," Industrial Marketing Management, No. 13, pp. 113-22.
18. Putka, G. (1991), "Concern goes up as SAT scores go down," The Wall Street Journal, 27 August, B1.
19. Ram, S. (1987), "A model of innovation resistance," in Wallendorf, M. and Anderson, P. (Eds), Advances in Consumer Research, No. 14, pp. 208-12, Association for Consumer Research, Provo, UT.
20. Ram, S. (1989), "Successful innovation using strategies to reduce consumer resistance: an empirical test," Journal of Product Innovation Management, No. 6, March, pp. 20-34.
21. Robertson, T.S. (1971), Innovative Behavior and Communication, Holt, Rinehart & Winston, New York, NY.
22. Robinson, P.J., Faris, C.W. and Wind, Y. (1967), Industrial Buying and Creative Marketing, Allyn & Bacon, Boston, MA.
23. Silk, A. J. and Kalwani, M.U. (1982), "Measuring influence in organizational purchase decisions," Journal of Marketing Research, No. 19, May, pp. 165-81.
24. Sinclair, S.A. and Cohne, D.H. (1992), "Adoption of continuous processing technologies: its strategic importance in standardized industrial product-markets," Journal of Business Research, No. 24, May, pp. 209-24.
25. Spekman, R.E. and Stern, L.W. (1979), "Environmental uncertainly and buying group structure," Journal of Marketing, No. 43, Spring, pp. 54-64.
26. Thomas, R.J. (1984), "Bases of power in organizational buying decisions," Industrial Marketing Management, No. 13, October, 209-17.