Consumer Resistance to Innovations: The Marketing Problem and its solutions

Ram, S.; Sheth, Jagdish N.

doi:10.1108/eum0000000002542

Cited by 982 publications

(1,389 citation statements)

References 3 publications

Supporting

Mentioning

1,319

Contrasting

Unclassified

Order By: Relevance

“…Further, the paper will report on consumers' resistance 19 to SSBT innovations and also the level of adoption of SSBTs by the mature consumer market.…”

Section: Diffusion Of Self-service Technologies In Retail Bankingmentioning

confidence: 99%

Mature Australian consumers' adoption and consumption of self-service banking technologies

McPhail

Fogarty

2004

J Financ Serv Mark

View full text Add to dashboard Cite

The slow diffusion of self-service banking technologies (SSBTs) into the mature consumer market necessitates research to better understand this growing section of the population and the diversity that exists within this market. This research analyses the 50+ market through a segmentation approach based on the level of use of SSBTs. Three segments were identified: non-users, low users and medium-to-high users of SSBTs, and are profiled by frequency of use and demographic variables. Members of the medium-to-high user segment embrace a range of SSBTs and use credit card to facilitate their financial activities. Non-users and some low users prefer the customary way of conducting transactions and enjoy the personal interaction with the bank employee. These two segments do, however, have a moderate level of credit card use.Finally, a low level of replacement and disenchantment discontinuance was evident among the participants in this study.

show abstract

“…Further, the paper will report on consumers' resistance 19 to SSBT innovations and also the level of adoption of SSBTs by the mature consumer market.…”

Section: Diffusion Of Self-service Technologies In Retail Bankingmentioning

confidence: 99%

Mature Australian consumers' adoption and consumption of self-service banking technologies

McPhail

Fogarty

2004

J Financ Serv Mark

View full text Add to dashboard Cite

show abstract

“…Although some progress has been made in explaining consumer resistance to innovations (e.g. Ellen, Bearden and Sharma, 1991;Ram, 1989;Ram and Sheth, 1989), little is known about the reasons for innovation resistance of organizational buyers. This study fills the research gap.…”

Section: Introductionmentioning

confidence: 99%

“…One of the major causes for market failure of innovations is customer resistance to innovation (e.g. Ram, 1989;Ram and Sheth, 1989;Sheth, 1981). The diffusion of many new industrial products also encountered resistance from organizational buyers.…”

Section: Introductionmentioning

confidence: 99%

Organizational resistance to performance‐enhancing technological innovations: a motivation‐threat‐ability framework

Bao

2009

Journal of Business &Amp; Industrial Marketing

View full text Add to dashboard Cite

Many technological innovations have encountered resistance from organizational buyers despite the fact that they are superior to existing technologies. This study aims at developing a theory for this widespread marketing phenomenon. Guided by the motivation-threat-ability (MTA) framework, I identify a comprehensive set of determinants of organizational resistance to superior technological innovations and the moderating variables that operate to mitigate the effects of these antecedents. The research findings provide strategic views on overcoming organizational innovation resistance and offers marketing insights about segmentation and targeting of organizational buyers in technology markets. The theoretical arguments are supported by real-life business cases.2

show abstract

“…Consumers' evaluation of performance risk is based on their knowledge and cognitive abilities in a certain product domain (Ram & Sheth, 1989). However, these concerns might be mitigated by consumers' expertise and interest in the highly innovative product domain (Mitchell & Harris, 2005;Mowen & Minor, 2001).…”

Section: Perceived Riskmentioning

confidence: 99%

The Influences of Perceived Risk on Attributes of Smart Clothing -Comparison among Korea, Spain, and U.S.-

Okazaki²,

Lee³

et al. 2009

Journal of the Korean Society of Clothing and Textiles

View full text Add to dashboard Cite

Smart clothing represents the future of both the textile/clothing industry and electronic industry and has an effort to make electronic devices a genuine part of our daily life. The researches about technologies innovation and application of smart clothing can be found in previous studies. But consumer researches about perception or attitude toward smart clothing can be hardly found. Therefore, we proposed a conceptual framework that explores the impact of perceived risks on perceived attributes to adopt smart clothing. In addition, we compared differences of this framework among three counties -Korea, U.S. and Spain. Based on the literature review and hypotheses development, a research model was constructed. After data analysis using Amos 7.0, the results can be concluded as following: First, the influences of psychological risk among Korea, U.S. and Spain are same. Psychological risk has negative effect on relative advantage and complexity, but has positive effect on trialability. Second, loss risk was found to have nothing to do with relative advantage. But it negatively influences complexity for Korean consumers and positively influences trialability for both Korean and American consumers. Third, the influences of performance risk for different consumers are different. At last, based on our discussion, some implications were also concluded.

show abstract

Consumer Resistance to Innovations: The Marketing Problem and its solutions

Cited by 982 publications

References 3 publications

Mature Australian consumers' adoption and consumption of self-service banking technologies

Mature Australian consumers' adoption and consumption of self-service banking technologies

Organizational resistance to performance‐enhancing technological innovations: a motivation‐threat‐ability framework

The Influences of Perceived Risk on Attributes of Smart Clothing -Comparison among Korea, Spain, and U.S.-

Contact Info

Product

Resources

About