Predicting Purchase Timing, Brand Choice and Purchase Amount of Firm Adoption of Radically Innovative Information Technology: A Business to Business Empirical Analysis

• Main Author: Bohling, Timothy R
• Format: Others
• Published: Digital Archive @ GSU 2012
• Subjects: B2B Marketing; Cloud Computing; Commitment-Trust Theory; Customer Management; Innovation; Purchase Decision Modeling
• Online Access: http://digitalarchive.gsu.edu/bus_admin_diss/12; http://digitalarchive.gsu.edu/cgi/viewcontent.cgi?article=1012&context=bus_admin_diss

Knowing what to sell, when to sell, and to whom to sell is essential buyer behavior insight to allocate scarce marketing resources efficiently and effectively. Applying the theory of relationship marketing (Morgan and Hunt 1994), this study seeks to investigate the link between commitment and trust and firm adoption of radically innovative information technology (IT). The construct of radical innovation is operationalized through the use of cloud computing. A review of the vast scholarly literature on radical innovation diffusion and adoption, and modeling techniques used to analyze buyer behavior is followed by empirical estimation of each of the radical innovation adoption questions of purchase timing, brand choice, and purchase amount. Then, the inefficiencies in the independent model process are highlighted, suggesting the need for an integrated model. Next, an integrated model is developed to link the purchase timing, brand choice, and purchase amount decisions. The essay concludes with insight for marketing practitioners on the strength of the factors of commitment and trust on adoption of radical innovation, an improved methodology for the business-to-business marketing literature, and potential further research paths.