Managing customers' adoption barriers:
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
2009
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | IV, 173 S. Ill., graph. Darst. |
Internformat
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Datensatz im Suchindex
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| adam_text | Titel: Managing customers adoption barriers
Autor: Heß, Silke C.
Jahr: 2009
TABLE OF CONTENTS
TABLE OF CONTENTS
TABLE OF CONTENTS.................................................................................I
TABLES.................................................................................................Ill
FIGURES.................................................................................................IV
1. GENERAL INTRODUCTION TO THE TOPIC OF CUSTOMERS ADOPTION
BARRIERS............................................................................................1
1.1. Research Motivation: Managerial Relevance of Customers Adoption
Barriers...........................................................................................1
1.2. Overview of Previous Research on Innovation Adoption Barriers..............4
1.2.1. Previous Research on Innovation Adoption Barriers at the New Product
Evaluation Stage.........................................................................4
1.2.2. Previous Research on Innovation Adoption Barriers at the Innovation
Decision Stage..........................................................................19
1.3. Research Questions, Objectives, and Outline of the Dissertation............26
2. HOW TO OVERCOME COGNITIVE BARRIERS OF NEW PRODUCTS?..............30
2.1. Introduction..................................................................................30
2.2. Innovation Resistance and Cognitive Barriers.....................................33
2.3. Hypotheses Development................................................................35
2.4. Methodology..................................................................................42
2.5. Results.........................................................................................44
2.6. Discussion.....................................................................................52
2.7. Implications for New Product Launch Management..............................54
2.8. Limitations and Research Outlook.....................................................56
APPENDIX............................................................................................58
3. MANAGING CUSTOMERS RESISTANCE TO INNOVATIONS: INSTRUMENTS TO
OVERCOME USAGE AND VALUE BARRIERS..............................................62
3.1. Introduction..................................................................................62
3.2. Theoretical Basis: Innovation Resistance and Reference Point Dependence
...................................................................................................66
I
TABLE OF CONTENTS
3.3. Hypotheses Development................................................................69
3.3.1. Hypotheses on Main Effects.........................................................7°
3.3.2. Moderating Effects of Product and Customer Characteristics............74
3.4. Methodology..................................................................................77
3.5. Results..........................................................-..............................78
3.6. Discussion.....................................................................................85
3.7. Implications for Innovation Management...........................................88
3.8. Limitations and Research Outlook.....................................................90
APPENDIX............................................................................................91
4. IMPLEMENTED DEFAULT OR INDUCED EMOTIONS - WHAT REALLY HELPS TO
OVERCOME THE INNOVATION BIAS?.....................................................100
4.1. Introduction.................................................................................100
4.2. Theoretical Basis: Status Quo and Default Options as Reference Points in
Decision Making............................................................................103
4.3. Hypotheses Development...............................................................106
4.4. Methodology.................................................................................114
4.5. Results........................................................................................117
4.5.1. Manipulation Checks.................................................................117
4.5.2. Main Effects.............................................................................118
4.5.3. Direct and Moderating Effects of Customer Characteristics..............122
4.6. Discussion....................................................................................125
4.7. Implications for Innovation Management..........................................128
4.8. Limitations and Research Outlook....................................................130
APPENDIX...........................................................................................132
5. GENERAL CONCLUSION.......................................................................142
REFERENCES.........................................................................................148
Eidesstattliche ErklSrung.........................................................................172
Kurzlebenslauf................................................................. 173
TABLES
TABLES
Table 1-1: Consumer Studies on Innovation Adoption Barriers at the New Product
Evaluation Stage.....................................................................18
Table 1-2: Empirical Studies on the Status Quo Bias from Different Disciplines 23
Table 1-3: Empirical Studies on Default Options from Different Disciplines......26
Table 2-1: Test of Main Effects: Beta Coefficients and t-Values (in Parentheses)
............................................................................................47
Table 2-2: Test of Direct and Moderating Effects of Innovation and Customer-
Specific Variables: Beta Coefficients and t-Values (in Parentheses). 48
Table 3-1: Test of Main Effects: Beta Coefficients and t-Values (in Parentheses)
............................................................................................81
Table 3-2: Test of Moderating Effects: Beta Coefficients and t-Values (in
Parentheses)..........................................................................83
Table 4-1: Percentages of Innovation Rejection..........................................118
Table 4-2: Robust ML Parameter Estimates and Fit Criteria for the ICLVM without
Customer Characteristics.........................................................121
Table 4-3: Robust ML Parameter Estimates for the Customer Characteristics
Direct and Moderating Effects...................................................125
III
FIGURES
FIGURES
Figure 1-1: Innovation Decision Process.......................................................4
Figure 1-2: Overview of the Cumulative Doctoral Dissertation.......................29
Figure 2-1: Conceptual Model...................................................................36
Figure 2-2: Impact of Product Radicalness on Perceived Complexity (Mean
Comparison of Three Innovations)............................................49
Figure 2-3: Mean Comparison for Experimental and Control Group (Three
Innovations)..........................................................................50
Figure 2-4: Mean Comparison for Experimental and Control Group (Three
Innovations; Experts only).......................................................51
Figure 2-5: Mean Comparison for Experimental and Control Group (Three
Innovations; Novices only)......................................................52
Figure 3-1: Conceptual Model...................................................................70
Figure 3-2: Mean Comparison for Experimental and Control Group (Three
Innovations)..........................................................................84
Figure 4-1: Conceptual Model..................................................................107
IV
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| any_adam_object | 1 |
| author | Heß, Silke C. 1980- |
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| bvnumber | BV035661852 |
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| discipline | Wirtschaftswissenschaften |
| format | Thesis Book |
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| spelling | Heß, Silke C. 1980- Verfasser (DE-588)136326382 aut Managing customers' adoption barriers von Silke Claudia Heß 2009 IV, 173 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Mannheim, Univ., Diss., 2009 Customer Relationship Management stw Innovationsdiffusion stw Innovationsmanagement stw Konsumentenverhalten stw Theorie stw Consumers Psychology High technology Marketing New products Marketing Technological innovations Marketing Produktmarketing (DE-588)4134049-8 gnd rswk-swf Produkteinführung (DE-588)4239366-8 gnd rswk-swf Kaufverhalten (DE-588)4073331-2 gnd rswk-swf Kunde (DE-588)4114330-9 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Produktmarketing (DE-588)4134049-8 s Produkteinführung (DE-588)4239366-8 s Kunde (DE-588)4114330-9 s Kaufverhalten (DE-588)4073331-2 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017716273&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Heß, Silke C. 1980- Managing customers' adoption barriers Customer Relationship Management stw Innovationsdiffusion stw Innovationsmanagement stw Konsumentenverhalten stw Theorie stw Consumers Psychology High technology Marketing New products Marketing Technological innovations Marketing Produktmarketing (DE-588)4134049-8 gnd Produkteinführung (DE-588)4239366-8 gnd Kaufverhalten (DE-588)4073331-2 gnd Kunde (DE-588)4114330-9 gnd |
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| title | Managing customers' adoption barriers |
| title_auth | Managing customers' adoption barriers |
| title_exact_search | Managing customers' adoption barriers |
| title_full | Managing customers' adoption barriers von Silke Claudia Heß |
| title_fullStr | Managing customers' adoption barriers von Silke Claudia Heß |
| title_full_unstemmed | Managing customers' adoption barriers von Silke Claudia Heß |
| title_short | Managing customers' adoption barriers |
| title_sort | managing customers adoption barriers |
| topic | Customer Relationship Management stw Innovationsdiffusion stw Innovationsmanagement stw Konsumentenverhalten stw Theorie stw Consumers Psychology High technology Marketing New products Marketing Technological innovations Marketing Produktmarketing (DE-588)4134049-8 gnd Produkteinführung (DE-588)4239366-8 gnd Kaufverhalten (DE-588)4073331-2 gnd Kunde (DE-588)4114330-9 gnd |
| topic_facet | Customer Relationship Management Innovationsdiffusion Innovationsmanagement Konsumentenverhalten Theorie Consumers Psychology High technology Marketing New products Marketing Technological innovations Marketing Produktmarketing Produkteinführung Kaufverhalten Kunde Hochschulschrift |
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