CORPORATE CUSTOMERS' RESISTANCE TO INDUSTRIAL SERVICE INNOVATIONS

被引：16
|
作者：
Korhonen, Heidi M. E. [1 ]
Kaarela, Ilari [1 ]
机构：
[1] VTT Tech Res Ctr Finland, POB 1000, FI-02044 Espoo, Finland
来源：
INTERNATIONAL JOURNAL OF INNOVATION MANAGEMENT | 2011年 / 15卷 / 03期
关键词：
Innovation resistance; innovation rejection; innovation adoption; industrial service; business-to-business; service innovation; organizational innovation; customer collaboration; customer understanding;
D O I：
10.1142/S136391961100343X
中图分类号：
C93 [管理学];
学科分类号：
12 ; 1201 ; 1202 ; 120202 ;
摘要：
This paper examines the reasons for corporate customers' resistance to adopt industrial service innovations provided by their supplier companies. It is based on work with nine Finnish suppliers of industrial services and their potential customers. We view organizations as networks of individual adopters. We find that organizational sentiment towards adopting an innovation is often ambivalent and that resisting views reveal important drawbacks of an innovation that need to be addressed. The results clarify the effects of utility, cost, emotion and risk aversion in organizational service decisions emphasizing the fit of the service for the customer.
引用
收藏
页码：479 / 503
页数：25
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