http://repub.eur.nl/res/aut/11892/ List of Publications en http://repub.eur.nl/static-eur/img/logo.png http://repub.eur.nl http://repub.eur.nl/res/pub/18653/ 2009-10-01T00:00:00Z This article examines the global spillover of foreign product introductions and takeoffs on a focal country's time to takeoff, using a novel data set of penetration data for eight high-tech products across 55 countries. It shows how foreign clout, the susceptibility to foreign influences, and intercountry distances affect global spillover patterns. The authors find that foreign takeoffs, but not foreign introductions, accelerate a focal country's time to takeoff. The larger the country, the higher its economic wealth, and the more it exports, the more clout it has in the global spillover process. In contrast, the poorer the country, the more tourists it receives, and the higher its population density, the more susceptible it is to global spillover effects. Cross-country spillover effects are stronger the closer the countries are to one another, both geographically and economically, but not necessarily in terms of culture. The model the authors develop also quantifies the spillover between each country pair, allowing it to be asymmetric. http://repub.eur.nl/res/pub/13615/ 2008-10-24T00:00:00Z This study contributes to the retail adoption literature by explicitly focusing on the role of both profit-related and relationship variables in explaining new product adoption decisions by retailers, instead of considering either one of these groups of variables in isolation as has been done by previous retail adoption studies. Moreover, it specifically addresses how both relationship quality and a retailer’s dependence on the manufacturer moderate the effect of profit drivers. Using a sample of 392 new product adoption decisions by four Dutch retailers, the authors estimate a random effects logit model to explain adoption decisions. The results show significant positive main effects of gross margin, consumer support, product uniqueness, relationship quality and the retailer’s dependency on the manufacturer on the adoption decision. Moreover, the authors find that improved relationship quality tends to reduce the importance of both gross margin and consumer support in the adoption decision process, but surprisingly leads to a stronger impact of trade support. The moderating effect of the retailer’s dependence on the manufacturer also differs between profit drivers, such that it decreases the positive impact of gross margin, consumer support and product uniqueness, and it increases the negative effect of store brand cannibalization. http://repub.eur.nl/res/pub/13616/ 2008-10-24T00:00:00Z This article examines the global spill-over of foreign product introductions and takeoffs on a focal country’s time-to-takeoff, using a novel data set of penetration data for 8 high tech products across 55 countries. It shows how foreign clout, the susceptibility to foreign influences, and inter-country distances affect global spill-over patterns. The authors find that foreign takeoffs, but not foreign introductions, accelerate a focal country’s time-to-takeoff. The larger the country, the higher its economic wealth, and the more it exports, the more clout it has in the global spill-over process. In contrast, the poorer the country, the more tourists it receives and the higher its population density, the more susceptible it is to global spill-over effects. Cross-country spill-over effects are stronger the closer the countries are to one another, both geographically and economically, but not necessarily in terms of culture. The model the authors develop also quantifies the spill-over between each country-pair, allowing it to be asymmetric. http://repub.eur.nl/res/pub/11415/ 2005-09-01T00:00:00Z We introduce a cross-population, adaptive diffusion model that can be used to forecast the diffusion of an innovation at early stages of the diffusion curve. In this model, diffusion patterns across the populations depend on each other. We extend the model presented by Putsis, Balasubramanian, Kaplan and Sen (1997) [Putsis, W.P., Balasubramanian, S., Kaplan, E.H., Sen, S.K., 1997. Mixing behavior in cross-country diffusion. Marketing Science, 16 (4), 354–369.] by introducing time-varying parameters. Furthermore, we apply the matching procedure as proposed by Dekimpe, Parker and Sarvary (1998) [Dekimpe, M.G., Parker, Ph.M., Sarvary, M., 1998. Staged estimation of international diffusion models: An application to global cellular telephone adoption. Technological Forecasting and Social Change, 57 (1–2), 105–132.]. We adaptively estimate the model parameters using an extension of the augmented Kalman Filter with Continuous States and Discrete observations, developed by Xie, Song, Sirbu and Wang (1997) [Xie, J., Song, M., Sirbu, M., Wang, Q., 1997. Kalman filter estimation of new product diffusion models. Journal of Marketing Research, 34 (3), 378–393.]. We apply the method to the diffusion of both Internet access at home and mobile telephony among households in 15 countries of the European Union. The results show that forecasts obtained from our model outperform those from independent diffusion models for each country separately, as well as forecasts from the mixing-behavior model by Putsis et al. (1997). http://repub.eur.nl/res/pub/280/ 2003-03-10T00:00:00Z Studies on the adoption of innovations by companies generally include micro-level and meso-level variables in order to explain a company's receptiveness to innovations. This study adds to the literature by investigating the role of macro-level variables (i.e. national culture) to explain differences in innovation penetration levels and adoption decisions by companies across national cultures. A large-scale empirical study was carried out in 10 European countries concerning the adoption of Enterprise Resource Planning (ERP) software by mid size companies. Results indicate variables describing national cultural to have a strong, significant influence on the innovation penetration and adoption. In addition, we find adoption models including micro-, meso- and macro-level variables to perform significantly better in explaining innovation adoption across countries than adoption models that only include micro- and meso-level variables. http://repub.eur.nl/res/pub/1093/ 2003-01-01T00:00:00Z We introduce an international, adaptive diffusion model that can be used to forecast the cross-national diffusion of an innovation at early stages of the diffusion curve. We model the mutual influence between the diffusion processes in the different social systems (countries) by mixing behaviour. Furthermore, we apply the matching procedure as proposed by Dekimpe, Parker and Sarvary (1998). This international diffusion model is adaptively estimated using an augmented Kalman Filter with Continuous States and Discrete observations, developed by Xie, Song, Sirbu and Wang (1997). This is the first application of this procedure in an international context. We empirically applied this method to the diffusion of Internet access at home, and mobile telephony among households in the 15 countries of the European Union. The results show that our international, adaptive model performs well and is by far superior when compared to the classical method of estimating diffusion models for each country separately. http://repub.eur.nl/res/pub/12493/ 2002-12-01T00:00:00Z The subject of this paper is intra-firm adoption decisions, a relatively unexplored research area in the marketing literature. We develop a conceptual model in which two sets of independent variables are hypothesized to influence the intra-firm adoption decisions, i.e. (1) variables known from the inter-firm diffusion literature, (2) variables specifically relevant for intra-firm analyses of innovation acceptance. Hypotheses are developed and tested in an application in the domain of finance: the intra-firm adoption decisions regarding the common European currency by the treasury, purchasing and sales departments of European companies. Data were obtained from treasury, purchasing and sales managers (441 respondents in total) from companies located in five different European countries. The results of logistic regression show that the proposed intra-firm variables are indeed important explanatory variables that should be included in intra-firm analyses. Moreover, for the inter-firm variables we found differences in the effects between departments, which demonstrates the very need for an intra-firm analysis. http://repub.eur.nl/res/pub/86/ 2001-04-05T00:00:00Z The subject of this paper is intra-firm adoption decisions, a relatively unexplored research area in the marketing literature. In particular, we investigate which factors influence the intra-firm adoption decisions regarding the common European currency of the treasury, purchasing and sales departments of European companies. Two sets of independent variables were hypothesized to influence the intra-firm adoption decisions, i.e. (1) variables known from the inter-firm diffusion literature, (2) variables specifically relevant for intra-firm analyses of innovation acceptance. The hypotheses are tested using data from treasury, purchasing and sales managers (441 respondents in total) from companies located in five different European countries. The results of logistic regression show that the proposed intra-firm variables are indeed important explanatory variables that should be included in intra-firm analyses. Moreover, for the inter-firm variables we found differences in the effects between departments, which demonstrates the very need for an intra-firm analysis.