How to overcome pro-change bias: Incorporating passive and active innovation resistance in innovation decision models

Journal of Product Innovation Management

Volumn 31, Issue 5, 2014, Pages 894-907

  Talke, Katrin ^a   Heidenreich, Sven ^b  

^a TECHNISCHE UNIVERSITÄT BERLIN   (Germany)

^b Department of Service Management and Innovation EBS Business School   (Italy)

Author keywords

[No Author keywords available]

Indexed keywords

MANAGEMENT;

ADOPTION PROCESS; CONSUMER RESPONSE; DECISION MODELS; PRODUCT ADOPTION; PRODUCT EVALUATION;

INNOVATION;

EID: 84887426847     PISSN: 07376782     EISSN: 15405885     Source Type: Journal    
DOI: 10.1111/jpim.12130     Document Type: Article

References (84)

1. Andrew, J., and, H. Sirkin,. 2003. Innovating for cash. Harvard Business Review 81 (9): 76-83.
2. Bagozzi, R. P., and, K.-H. Lee,. 1999. Consumer resistance to, and acceptance of, innovations. Advances in Consumer Research 26 (1): 218-225.
3. Bearden, W. O., and, T. A. Shimp,. 1982. The use of extrinsic cues facilitate product adoption. Journal of Marketing Research 19 (3): 229-239.
4. Beatty, S. E., and, M. E. Ferrell,. 1998. Impulse buying: Modeling its precursors. Journal of Retailing 74 (2): 169-191.
5. Bell, D. E., 1985. Putting a premium on regret. Management Science 31 (1): 117-120.
6. Burns, A. I., A. Biswas, and, L. L. Babin,. 1993. The operation of mental imagery as a mediator of advertising effects. Journal of Advertising 22 (2): 71-85.
7. Chaiken, S., 1980. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology 39: 752-756.
8. Chandon, P., V. G. Morwitz, and, W. J. Reinartz,. 2005. Do intentions really predict behavior? Self-generated validity effects in survey research. Journal of Marketing 69 (2): 1-14.
9. Clancy, K., M. Wolf, and, P. Krieg,. 2006. Market new products successfully. Oxford: Lexington Books.
10. Cobb, C. J., and, W. D. Hoyer,. 1986. Planned versus impulse purchase behavior. Journal of Retailing 62 (4): 384-409.
11. Crawford, M. C., 1977. Marketing research and the new product failure rate. Journal of Marketing 41 (2): 51-61.
12. Dabholkar, P. A., and, R. P. Bagozzi,. 2002. An attitudinal model of technology-based self-service: Moderating effects of consumer traits and situational factors. Journal of the Academy of Marketing Science 30 (3): 184-201.
13. Dahl, D. W., and, S. Hoeffler,. 2004. Visualizing the self: Exploring the potential benefits and drawbacks for new product evaluation. Journal of Product Innovation Management 21 (3): 259-267.
14. Ellen, P. S., W. O. Bearden, and, S. Sharma,. 1991. Resistance to technological innovations. An examination of the role of self-efficacy and performance satisfaction. Journal of the Academy of Marketing Science 19 (4): 297-307.
15. Engel, J. F., R. D. Blackwell, and, P. W. Miniard,. 1993. Consumer behavior. Orlando, FL: The Dryden Press.
16. Falk, T., J. Schepers, M. Hammerschmidt, and, H. H. Bauer,. 2007. Identifying cross-channel dissynergies for multichannel service providers. Journal of Service Research 10 (4): 143-160.
17. Feiereisen, S., V. Wong, and, A. J. Broderick,. 2008. Analogies and mental simulations in learning for really new products: The role of visual attention. Journal of Product Innovation Management 25 (4): 593-607.
18. Gatignon, H., and, T. S. Robertson,. 1985. A propositional inventory for new diffusion research. Journal of Consumer Research 11 (4): 849-867.
19. Gatignon, H., and, T. S. Robertson,. 1991. Innovative decision processes. In Handbook of consumer behavior, ed., T. S. Robertson, and, H. H. Kassarjian, 316-348. Englewood Cliffs, NJ: Prentice-Hall.
20. Goldenberg, J., and, S. Oreg,. 2007. Laggards in disguise: Resistance to adopt and the leapfrogging effect. Technological Forecasting and Social Change 74: 1272-1281.
21. Goldsmith, R. E., 1984. Personality characteristics associated with adaptation-innovation. Journal of Psychology 117 (2): 159-165.
22. Gourville, J. T., 2006. Eager sellers and stony buyers. Understanding the psychology of new-product adoption. Harvard Business Review 84 (6): 98-106.
23. Haber, T., 2008. Resistenz gegenüber innovationen. Wiesbaden: Gabler.
24. Heiman, A., and, E. Muller,. 1996. Using demonstration to increase new product acceptance: Controlling demonstration time. Journal of Marketing Research 33 (4): 422-430.
25. Hess, S., 2009. Managing consumer's adoption barriers. Dissertation. University of Mannheim.
26. Hetts, J. J., D. S. Boninger, D. A. Armor, F. Gleicher, and, A. Nathanson,. 2000. The influence of anticipated counterfactual regret on behavior. Psychology & Marketing 17 (2): 345-368.
27. Hoeffler, S., 2003. Measuring preferences for really new products. Journal of Marketing. Research 40 (4): 406-420.
28. Holak, S. L., D. R. Lehmann, and, F. Sultan,. 1987. The role of expectations in the adoption of innovative consumer durables: Some preliminary evidence. Journal of Retailing 63: 243-259.
29. Hui, M., and, J. E. G. Bateson,. 1991. Perceived control and the effects of crowding and consumer choice on the service experience. Journal of Consumer Research 18 (4): 174-184.
30. Judge, T. A., C. J. Thoresen, V. Pucik, and, T. M. Welbourne,. 1999. Managerial coping with organizational change: A dispositional perspective. Journal of Applied Psychology 84: 107-122.
31. Kahneman, D., J. L. Knetsch, and, R. H. Thaler,. 1991. The endowment effect, loss aversion, and status quo bias. Journal of Economic Perspective 5 (1): 193-206.
32. Kahneman, D., and, A. Tversky,. 1979. Prospect theory: An analysis of decision under risk. Econometrica 47: 263-291.
33. Kanter, R. M., 1985. Managing the human side of change. Management Review 74: 52-56.
34. Kaplan, A. W., 1999. From passive to active about solar electricity: Innovation decision process and photovoltaic interest generation. Technovation 19: 467-481.
35. Kleijnen, M., N. Lee, and, M. Wetzels,. 2009. An exploration of consumer resistance to innovation and its antecedents. Journal of Economic Psychology 30 (3): 344-357.
36. Klonglan, G. E., and, E. W. Coward,. 1970. The concept of symbolic adoption: A suggested interpretation. Rural Sociology 35: 77-83.
37. Kuisma, T., T. Laukkanen, and, M. Hiltunen,. 2007. Mapping the reasons for resistance to internet banking: A means-end approach. International Journal of Information Management 27 (2): 75-85.
38. LaBay, D. G., and, T. C. Kinnear,. 1981. Exploring the consumer decision process in the adoption of solar energy systems. Journal of Consumer Research 8 (3): 271-278.
39. Laukkanen, P., S. Sinkkonen, and, T. Laukkanen,. 2008. Consumer resistance to internet banking: Postponers, opponents and rejectors. International Journal of Bank Marketing 26 (1): 440-455.
40. Laukkanen, T., S. Sinkkonen, M. Kivijärvi, and, P. Laukkanen,. 2007. Innovation resistance among mature consumers. Journal of Consumer Marketing 24 (7): 419-427.
41. Lee, J., M. Morrin, and, J. Lee,. 2009. Managing adoption barriers in integrated banking services. Journal of Services Marketing 23 (7): 508-516.
42. MacInnis, D., and, L. Price,. 1987. The role of imagery in information processing: Review and extensions. Journal of Consumer Research 13 (2): 473-491.
43. Maheswaran, D., and, J. Meyers-Levy,. 1990. The influence of message framing and issue involvement. Journal of Marketing Research 27 (3): 361-367.
44. Moldovan, S., and, J. Goldenberg,. 2004. Cellular automata modeling of resistance to innovations: Effects and solutions. Technological Forecasting and Social Change 71 (3): 425-442.
45. Molesworth, M., and, J.-P. Suortti,. 2002. Buying cars online: The adoption of the web for high-involvement, high-cost purchases. Journal of Consumer Behavior 2: 155-168.
46. Moore, G. C., and, I. Benbasat,. 1991. Development of an instrument to measure the perceptions of adopting an information technology innovation. Information Systems Research 2 (3): 173-191.
47. Mukherjee, A., and, W. D. Hoyer,. 2001. The effect of novel attributes on product evaluation. Journal of Consumer Research 28 (3): 462-472.
48. Nabih, M. I., J. G. Bloem, and, T. B. C. Poiesz,. 1997. Conceptual issues in the study of innovation adoption behaviour. Advances in Consumer Research 24: 190-196.
49. Nov, O., and, C. Ye,. 2009. Users' resistance to change and the adoption of digital libraries: An integrative model. Journal of the American Society for Information Science and Technology 60 (8): 1702-1708.
50. Olshavsky, R. W., and, R. A. Spreng,. 1996. An exploratory study of the innovation evaluation process. Journal of Product Innovation Management 13 (6): 512-529.
51. Oreg, S., 2003. Resistance to change: Developing an individual differences measure. Journal of Applied Psychology 88 (4): 680-693.
52. Oreg, S., 2006. Personality, context and resistance to organizational change. European Journal of Work and Organizational Psychology 15 (1): 73-101.
53. Osgood, C. E., and, P. H. Tannenbaum,. 1955. The principle of congruity in the prediction of attitude change. Psychological Review 62: 42-55.
54. Parthasarathy, M., and, A. Bhattacherjee,. 1998. Understanding post-adoption behavior in the context of online services. Information Systems Research 9 (4): 362-379.
55. Petty, R. E., J. T. Cacioppo, and, R. Goldman,. 1981. Personal involvement as a determinant of argument-based persuasion. Journal of Personality and Social Psychology 41: 847-855.
56. Ram, S., 1987. A model of innovation resistance. Advances in Consumer Research 14 (1): 208-212.
57. Ram, S., 1989. Successful innovation using strategies to reduce consumer resistance: An empirical test. Journal of Product Innovation Management 6 (1): 20-34.
58. Ram, S., and, J. N. Sheth,. 1989. Consumer resistance to innovations: The marketing problem and its solutions. Journal of Consumer Marketing 6: 5-14.
59. Reinders, M. J., R. Frambach, and, J. P. L. Schoormans,. 2010. Using product bundling to facilitate the adoption process of radical innovations. Journal of Product Innovation Management 27 (7): 1127-1140.
60. Rogers, E. M., 1976. New product adoption and diffusion. Journal of Consumer Research 2 (4): 290-301.
61. Rogers, E. M., 2003. Diffusion of innovations (5th ed.). New York: Free Press.
62. Rogers, E. M., U. E. Medina, M. A. Rivera, and, C. J. Wiley,. 2005. Complex adaptive systems and the diffusion of innovations. The Innovation Journal: The Public Sector Innovation Journal 10 (3): article 29.
63. Rokeach, M., 1960. The open and closed mind. New York: Basic Books.
64. Rook, D. W., 1987. The buying impulse. Journal of Consumer Research 14: 189-199.
65. Rook, D. W., and, R. J. Fisher,. 1995. Normative influences on impulsive buying behavior. Journal of Consumer Research 22 (3): 305-413.
66. Sahin, I., 2006. Detailed review of Rogers' diffusion of innovations theory and educational technology-related studies based on Rogers' theory. Turkish Online Journal of Educational Technology 5 (2): 14-23.
67. Samuelson, W., and, R. Zeckhauser,. 1988. Status quo bias in decision making. Journal of Risk and Uncertainty 1: 7-59.
68. Schein, E. H., 1985. Organizational culture and leadership. San Francisco, CA: Jossey-Bass.
69. Seiders, K., G. B. Voss, D. Grewal, and, A. L. Godfrey,. 2005. Do satisfied customers buy more? Examining moderating influences in a retailing context. Journal of Marketing 69 (4): 26-43.
70. Seligman, L., 2006. Sensemaking throughout adoption and the innovation-decision process. European Journal of Innovation Management. 9 (1): 108-110.
71. Sheppard, B. H., J. Hartwick, and, P. R. Warshaw,. 1988. The theory of reasoned action: A meta-analysis of past research with recommendations for modifications and future research. Journal of Consumer Research 15 (3): 325-343.
72. Sheth, J. N., 1981. Innovation resistance. The less developed concept (LDC) in diffusion research. Research 4: 273-282.
73. Sivadas, E., and, F. Dwyer,. 2000. An examination of organizational factors influencing new product success in internal and alliance-based processes. Journal of Marketing 64 (1): 31-49.
74. Speier, C., and, V. Venkatesh,. 2002. The hidden minefields in adoption of sales force automation technologies. Journal of Marketing 66 (3): 98-111.
75. Szmigin, I., and, G. Foxall,. 1998. Three forms of innovation resistance: The case of retail payment methods. Technovation 18 (6/7): 459-468.
76. Talke, K., and, G. O'Connor,. 2011. Conveying effective message content when launching new products. Journal of Product Innovation Management 28 (6): 943-956.
77. Talke, K., and, D. Snelders,. 2012. Information in launch messages: Stimulating the adoption of new high-tech consumer products. Journal of Product Innovation Management 30 (4): 732-749.
78. Wanberg, C. R., and, J. T. Banas,. 2000. Predictors and outcomes of openness to changes in a reorganizing workplace. Journal of Applied Psychology 85: 132-142.
79. Weiber, R., and, A. Pohl,. 1996. Leapfrogging-Behavior-Ein Adoptionstheoretischer Erklärungsansatz. Journal of Business Economics (ZfB) 66 (10): 1203-1222.
80. Wejnert, B., 2002. Integrating models of diffusion of innovations: A conceptual framework. Annual Review of Sociology 28: 297-326.
81. Yoh, E., M. L. Damhorst, S. Sapp, and, R. Laczniak,. 2003. Consumer adoption of the internet: The case of apparel shopping. Psychology & Marketing 20 (2): 1095-1118.
82. Zaichkowsky, J. L., 1985. Measuring the involvement construct. Journal of Consumer Research 12: 341-352.
83. Zaltman, G., and, M. Wallendorf,. 1983. Consumer behavior: Basic findings and management implications. New York: John Wiley & Sons.
84. Ziamou, P., and, S. Ratneshwar,. 2003. Innovations in product functionality: When and why are explicit comparisons effective? Journal of Marketing 67 (2): 49-61.