Cooperative adoption of complex systems: A comprehensive model within and across networks

Journal of Business and Industrial Marketing

Volumn 20, Issue 4-5, 2005, Pages 200-210

  Hausman, Angela ^a   Johnston, Wesley J ^b   Oyedele, Adesegun ^a  

^a UNIVERSITY OF TEXAS PAN AMERICAN   (United States)

^b GEORGIA STATE UNIVERSITY   (United States)

Author keywords

Business to business marketing; Organizations; Telecommunication networks

Indexed keywords

EID: 22944490191     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620510603873     Document Type: Article

References (84)

1. Abrahamson, E. and Rosenkopf, L. (1993), "Institutional and competitive bandwagons: using mathematical modeling as a tool to explore innovation diffusion", Academy of Management Review, Vol. 18 No. 3, pp. 487-517.
2. Achrol, R.S. (1997), "Changes in the theory of interorganizational relations in marketing: towards a network paradigm", Journal of the Academy of Marketing Science, Vol. 25 No. 1, pp. 56-71.
3. Achrol, R.S. and Kotler, P. (1999), "Marketing in the network economy", Journal of Marketing, Vol. 63, pp. 146-63.
4. Ahituv, N. (1980), "A systematic approach toward assessing the value of information system", MIS Quarterly, December, pp. 61-75.
5. Aiken, M. and Hage, J. (1968), "Organizational interdependence and intra-organizational structure", American Sociological Review, Vol. 33 No. 6, pp. 912-30.
6. Ancona, D.G. and Caldwell, D.F. (1990), "Beyond boundary spanning: managing external dependence in product development teams", Journal of High Technology Management Research, Vol. 1 No. 2, pp. 119-35.
7. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturing firm working partnership", Journal of Marketing, Vol. 54, pp. 42-58.
8. Anderson, J.C. and Weitz, B. (1992), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol. 29, February, pp. 18-34.
9. Anderson, J.C., Hakensson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context", Journal of Marketing, Vol. 58 No. 4, pp. 1-15.
10. Bacharach, S. and Lawler, E. (1980), Power and Politics in Organizations, Jossey-Bass, San Francisco, CA.
11. Barber, D. (1991), "Competitor intelligence - the essential challenge", Competitive Intelligence Review, Vol. 2 No. 2, pp. 23-4.
12. Barrett, S. and Konsynski, B. (1982), "Inter-organizational information-sharing systems", MIS Quarterly, Vol. 6 No. 4, pp. 93-105.
13. Blau, P.M. (1964), Exchange and Power in Social Life, Wiley, New York, NY.
14. Boeker, W. and Huo, P.H. (1998), "Innovation adoption by established firms: unresolved issues", The Journal of High Technology Management Research, Vol. 9 No. 1, pp. 115-30.
15. Brennen, R. and Turnbull, P.W. (1999), "Adaptive behavior in buyer-seller relationships: a key element of business relationship management", Industrial Marketing Management, Vol. 28, September, pp. 481-95.
16. Brown, J.R., Lusch, R.F. and Nicholson, C.Y. (1995), "Power and relationship commitment: their impact on marketing", Journal of Retailing, Vol. 71 No. 4, pp. 363-93.
17. Davies, S. (1979), The Diffusion of Process Innovations, Cambridge University Press, Cambridge.
18. Day, G.S. (1994), "The capabilities of market-driven organizations", Journal of Marketing, Vol. 58, October, pp. 37-52.
19. Dewar, R.D. and Dutton, J.E. (1986), "The adoption of radical and innovations: an empirical analysis", Management Science, Vol. 32 No. 11, pp. 1422-34.
20. Dosi, G. (1991), "The research on innovation diffusion: an assessment", in Nakicenovic, N. and Grubler, A. (Eds), Diffusion of Technologies and Social Behavior, Springer-Verlag, New York, NY, pp. 179-208.
21. Dougherty, D. (1992), "Interpretive barriers to successful product innovation in large firms", Organizational Science, Vol. 3 No. 2, pp. 179-202.
22. Dwyer, F.R. and Gassenheimer, J.B. (1992), "Relational roles and triangle dramas: effects on power play and sentiments in industrial channels", Marketing Letters, Vol. 3 No. 2, pp. 187-200.
23. Dwyer, F.R., Schurr, P.P. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, pp. 11-27.
24. Emmelhainz, M.A. (1990), Electronic Data Interchange: A Total Management Perspective, Van Nostrand Reinhold, New York, NY.
25. Frambach, T.R. and Schillewaert, N. (2002), "Organizational innovation adoption: a multi-level framework of determinants and opportunities for future research", Journal of Business Research, Vol. 55 No. 2, pp. 163-77.
26. French, J.R.P. and Raven, B.H. (1959), "The bases of social power", in Cartwright, D. (Ed.), Studies in Social Power, University of Michigan, Ann Arbor, MI, pp. 150-67.
27. Frazier, G.L. and Summers, J.O. (1986), "Perceptions of interfirm power and its use within a franchise channel", Journal of Marketing Research, Vol. 23, May, pp. 169-76.
28. Frazier, G.L., Spekman, R.E. and O'Neal, C.R. (1988), "Just-in-time exchange relationships in industrial marketing", Journal of Marketing, Vol. 52 No. 4, pp. 52-67.
29. Gatignon, H. and Robertson, R.S. (1989), "Technology diffusion: an empirical test of competitive effects", Journal of Marketing, Vol. 53, January, pp. 35-49.
30. Glaser, B. and Strauss, A. (1967), The Discovery of Grounded Theory: Strategies for Qualitative Research, Aldine, Chicago, IL.
31. Handfield, R.B. and Nichols, E.L. (1999), Introduction to Supply Chain Management, Prentice-Hall, Englewood Cliffs, NJ.
32. Hauschildt, J. and Kirchmann, E. (2001), "Teamwork for innovation - the troika of promoters", R&D Management, Vol. 31 No. 1, pp. 41-9.
33. Hausman, A. and Stock, J.R. (2003), "Adoption and implementation of technological innovation within long-term relationships", Journal of Business Research, Vol. 56 No. 8, pp. 681-6.
34. Heide, J. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58 No. 1, pp. 71-86.
35. Heide, J.B. and John, G. (1990), "Alliances in industrial purchasing: the determinants of joint action in buyer-seller relationships", Journal of Marketing, Vol. 27, February, pp. 24-36.
36. Hildebrand, B. and Biemans, W.G. (2003), "The relationship between internal and external cooperation: literature review and propositions", Journal of Business Research, Vol. 56, pp. 735-43.
37. Howell, J.M. and Higgins, C.A. (1990), "Champions of technological innovation", Administrative Science Quarterly, Vol. 35, June, pp. 317-41.
38. Howells, J. and Wood, M. (1995), "Diffusion and management of electronic data interchange: barriers and opportunities in the UK pharmaceutical and health industries", Technology Analysis and Strategic Management, Vol. 7 No. 4, pp. 371-87.
39. Husein, T. and Moreton, R. (1996), "Electronic commerce: a consideration of implementation issues for SMEs", Journal of Applied Management Studies, Vol. 5 No. 1, pp. 77-83.
40. Iacovou, C.L., Benbasat, I. and Dexter, A.S. (1995), "Electronic data interchange and small organizations: adoption and impact of technology", MIS Quarterly, Vol. 19 No. 4, pp. 465-86.
41. Irani, Z. and Love, P.D. (2001), "The propagation of technology management taxonomies for evaluating investments in information systems", Journal of Management Information Systems, Vol. 17 No. 3, pp. 161-77.
42. Johnson, C. and Ford, R.R. (1996), "Dependence power, legitimacy, and tactical choice", Social Psychology Quarterly, Vol. 59, pp. 126-39.
43. Kennedy, A.M. (1983), "The adoption and diffusion of new industrial products: a literature review", European Journal of Marketing, Vol. 17 No. 3, pp. 31-88.
44. Kumar, K. and Van Dissel, H.G. (1996), "Sustainable collaboration: managing conflict and cooperation in interorganizational systems", MIS Quarterly, September, pp. 279-300.
45. Lawless, M.W. and Price, L.L. (1992), "An agency perspective on new technology champions", Organizational Science, Vol. 3 No. 3, pp. 342-56.
46. Little, D., Leverick, F. and Bruce, M. (1995), "Factors affecting the process of collaborative product development: a study of UK manufacturers of information and communications technology products", Journal of Product Innovation Management, Vol. 12, pp. 6-32.
47. Lusch, F.R. and Brown, R.J. (1996), "Interdependency, contracting, and relational behavior in marketing channels", Journal of Marketing, Vol. 60 No. 4, pp. 19-38.
48. Mahajan, V., Muller, E. and Bass, F.M. (1990), "New product diffusion models in marketing: a review and directions for research", Journal of Marketing, Vol. 54, pp. 1-26.
49. Mansfield, E. (1993), "The diffusion of flexible manufacturing systems in Japan, Europe and the United States", Management Science, Vol. 39 No. 2, pp. 149-59.
50. Maute, M.F. and Locander, W.B. (1994), "Innovation as a socio-political process: an empirical analysis of influence behavior among new product managers", Journal of Business Research, Vol. 30, pp. 161-74.
51. Miles, R.E. and Snow, C.C. (1992), "Causes of failure in network organizations", California Management Review, Summer, pp. 53-72.
52. Mizruchi, M.S. and Galaskeiwicz, J. (1993), "Networks of interorganizational relations", Sociological Methods and Research, Vol. 22, pp. 46-70.
53. Mohr, J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective", Journal of Marketing, Vol. 54, pp. 35-51.
54. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
55. Mukhopadhyay, T., Kekre, S. and Kalathur, S. (1995), "Business value of information technology: a study of electronic data interchange", MIS Quarterly, Vol. 19 No. 2, pp. 137-56.
56. Nam, C.H. and Tatum, C.B. (1997), "Leaders and champions for construction innovation", Construction Management and Economics, Vol. 15 No. 3, pp. 259-71.
57. Pfeffer, J. and Salancik, P. (1978), The External Control of Organizations: A Resource-Dependent Perspective, Harper & Row, New York, NY.
58. Pitts, J.M. (1991), "Really working together", EDI World, Vol. 1 No. 11, pp. 18-19.
59. Ratnasingam, P. (2003), "Inter-organizational trust in business-to-business e-commerce: a case study in customs clearance", Journal of Global Information Management, Vol. 11 No. 1, pp. 1-19.
60. Ritter, T. and Gemünden, H.G. (2003), "Network competence: its impact on innovation success and its antecedents", Journal of Business Research, Vol. 56, pp. 745-55.
61. Ritter, T., Wilkinson, I.F. and Johnston, W.J. (2004), "Managing in complex business networks", Industrial Marketing Management, Vol. 33, pp. 175-83.
62. Robertson, R.S. and Gatignon, H. (1986), "Competitive effects on technology diffusion", Journal of Marketing, Vol. 50 No. 3, pp. 1-12.
63. Rogers, E. (1995), Diffusion of Innovations, 4th ed., The Free Press, New York, NY.
64. Rogers, E. and Shoemaker, F. (1971), Communications of Innovation: A Cross-Cultural Approach, 2nd ed., Free Press, New York, NY.
65. Rousseau, D.M., Sitkin, S.B., Burt, R.S. and Camerer, C. (1998), "Not so different after all: a cross-discipline view of trust", Academy of Management Review, Vol. 23 No. 3, pp. 393-404.
66. Sanchez, A.M. and Perez, M.P. (2003), "Flexibility in new product development: a survey of practices and its relationship with the product's technological complexity", Technovation, Vol. 23 No. 2, pp. 139-45.
67. Sloane, A. (1994), Computer Communications: Principles and Business Applications, McGraw-Hill, Maidenhead.
68. Speier, C. and Venkatesh, V. (2002), "The hidden minefields in the adoption of salesforce automation technologies", Journal of Marketing, Vol. 68, July, pp. 96-111.
69. Srinivasan, R., Lilien, G.L. and Rangaswamy, A. (2002), "Technological opportunism and radical technology adoption: an application to e-business", Journal of Marketing, Vol. 66 No. 3, pp. 47-60.
70. Sriram, R., Arunachalam, V. and Ivancevich, D.M. (2000), "EDI adoption and implementation: an examination of perceived operational and strategic benefits, and controls", Journal of Information Systems, Vol. 14 No. 1, pp. 37-52.
71. Stern, L.W. and El-Ansary, A.I. (1992), Marketing Channels, Prentice-Hall, Englewood Cliffs, NJ.
72. Thamhain, H.J. and Wilemon, D. (1974), "Conflict management in project-oriented work environment", Proceedings of the Project Management Institute Conference, Drexel Hill, PA.
73. Tornatzky, L.G. and Fleischer, M. (1990), The Process of Technological Innovation, Lexington Books, Lexington, MA.
74. Tornatzky, L.G. and Klein, J.K. (1982), "Innovation characteristics and innovation adoption implementation: a meta-analysis of findings", IEEE Transactions of Engineering Management, Vol. 29, pp. 28-45.
75. Van de Ven, A.H. (1986), "Central problems in the management of innovation", Management Science, Vol. 32, pp. 590-607.
76. Venkatesh, R., Kohli, A.K. and Zaltman, G. (1995), "Influence strategies in buying centers", Journal of Marketing, Vol. 59 No. 4, pp. 71-82.
77. Wang, J.C. and Tsai, K.H. (2002), "Factors in Taiwanese firms' decisions to adopt electronic commerce: an empirical study", World Economy, Vol. 25 No. 8, pp. 1145-67.
78. Weick, K. (1979), "Cognitive processes in organizations", Research in Organizational Behavior, Vol. 1, pp. 41-75.
79. Wilkinson, I.F. and Young, L.C. (1994), "Business dancing: the nature and role of interfirm relations in business strategy", Asia-Australian Marketing Journal, Vol. 2 No. 1, pp. 67-79.
80. Wilson, D.T. (1995), "Integrated model of buyer-seller relationship", Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 335-45.
81. Woodside, A.G. (1996), "Theory of rejecting superior new technologies", Journal of Business & Industrial Marketing, Vol. 11 Nos 3/4, pp. 25-44.
82. Young, L.C. and Wilkinson, I.F. (1989), "The role of trust and co-operation in marketing channels: a preliminary study", European Journal of Marketing, Vol. 23 No. 2, pp. 109-22.
83. Zaltman, G., Duncan, R. and Holbek, J. (1973), Innovations and Organizations, Wiley, New York, NY.
84. Zand, D.E. (1972), "Trust and managerial problem solving", Administrative Science Quarterly, Vol. 117 No. 2, pp. 229-39.