Optimal Stimulation Level and the Adoption Decision Process

Global Consumer Innovativeness: Cross-Country Differences and Demographic Commonalities

“…Research indicates that need for stimulation is an important component of innovativeness (Hebb 1955;Hirschman and Wallendorf 1979;Leuba 1955). Indeed, this notion underpins the extensive literature on optimum stimulation level (Mittelstaedt et al 1976;Raju 1980;Steenkamp and Baumgartner 1992). Hirschman and Wallendorf (1979) argue that stimulus variation is associated with both knowledge and adoption of innovations.…”

Assessing consumer preferences in the context of new product diffusion

“…Much adopter categorizing effort has been undertaken a posteriori, once the new product had been purchased, based on factors such as the actual (or recalled) time of purchase [Bell (1963), Arndt (1967), Midgley (1974, Mittelstaedt et al (1976), Schmittlein & Mahajan (1982)], or on how many and what kind of personal contacts one had . . established prior to making a purchase decision [Coleman et al (1966), Engel et al (1969), Robertson & Myers (1969), Summers (1971, , Johnson-Brown « Reingen (1987)].…”

“…A number of a priori studies were also undertaken by first identifying dernographic, socio-econornic and psychological characteristics that would be specifie to given adopter categories [King (1963), Zuckerman (1964), Mittelstaedt (1976), Midgley & Dowling (1978), Raju (1980), Dickerson & Gentry (1983), Bearden et al (1986)]. …”

“…Among the concepts most widely elaborated upon are those of "predisposition to seek experience" [Zuckerman (1964), Mittelstaedt et al (1976)], "exploratory tendency" [Raju (198), Bearden et al (1986)], "dogmatism" [Midgley & Dowling (1978), Bearden et al (1986)], "inner-other directedness" [Riesman (1950), Kassarjian (1962), Kassarjian (1965), Arndt (1967)], "personality and personal needs" [Evans (1959), Koponen (1960), Robertson (1967), Robertson & Myers (1969)], "novelty seeking" [Hirschman (1980), Carlson & Grossbart (1984)], "independent judgment making" [Midgley & Dowling (1978), ~Lack of standardization in the operationalization of variables such as social class accounts for some of the variation in the results [King (1963), Frank & Massy (1963), Raju (1980)]. Carlson & Grossbart (1984)] and "creativity" [Welsh (1975), Hirschman (1980)].…”

Dual Diffusion: Analysis and Implications for Sales Force Management

“…The Klonglan and Coward (1970) model presumes cognitive processing on behalf of the potential adopter (Mittelstaedt et al 1976). It does not take into account the role of interpersonal communication and social influence in product adoption, even though research lends support to the contention that both these factors often have crucial roles in behavioral decision making (Ajzen and Fishbein 1980;Fishbein and Ajzen 1975;Rogers 1983;Rosen and Olshavsky 1987).…”