What drives post-adoption usage? Investigating the negative and positive antecedents of disruptive technology continuous adoption intentions

This article focuses on the pre-adoption antecedents of disruptive technology continuous adoption intentions at the firm level. Understanding how to make a quality adoption decision, as measured by the firm's satisfaction and intention to continue using the technology after the initial adoption phase, is of critical importance for a buying manager. Given this challenge, a model for disruptive technology continuous adoption intention is proposed that considers the following: pre-adoption interorganizational trust, mimetic competitor pressures, normative supplier pressures, efficiency motives, searching efforts, and post-adoption satisfaction. This model was tested using survey results from 211 recent purchasing managers of a cloud computing service, an emerging disruptive technology. Interestingly, normative pressures from supplying firms prior to adoption led to lower user satisfaction and, consequently, lower intentions to continue adopting and using the technology. Moreover, these pressures were driven by pre-adoption levels of interorganizational trust and mimetic pressures from competitors. Potential adopting managers of a disruptive technology should instead be driven by efficiency-oriented motives and actually aim to increase their searching efforts in order to better understand the disruptive technology prior to adoption. These findings add to prior literature demonstrating the complex interplay of external pressures and internal motives on technology adoption strategies.     

When do formal control and trust matter? A context-based analysis of the effects on marketing channel relationships in China

Formal control and trust are two typical governance mechanisms employed to safeguard business transactions. Yet the effectiveness of each mechanism for firm relationship outcomes remains unclear. Some relevant literature suggests that formal control and trust simultaneously can help secure transactions, whereas other research argues the two control mechanisms can substitute for each other. This study applies social embeddedness theory and differentiates strong tie from weak tie relationships. In so doing, it reveals the role of strong versus weak social ties in leading to parallel conclusions about the relationship between formal control and trust and their effects on relationship outcomes. On the basis of empirical tests in a Chinese marketing channels context, this study finds that the joint effects of formal control and trust on governing transactions depends on the relational tie that the focal partners share. Specifically, formal control and trust complement each other only in weak tie relations. On the basis of this new perspective, the authors offer theoretical and managerial implications for managing interfirm governance mechanisms in transitional economies such as China.     

Why is South Korea at the forefront of 5G? Insights from technology systems theory

South Korea became the first country in the world to launch a nationwide 5G network and commercialize 5G services. The Korean government played an essential role in the development of 5G, creating a tailored institutional arrangement that allowed South Korea to be at the forefront of 5G. In particular, the government set up a detailed time plan on how to go about 5G deployment and commercialization. The government also facilitated collaborative work between companies, research institutes, and academia, and strongly promoted R&D work for the development of 5G equipment, devices, and applications, providing financial and administrative support, opportunities for field trials, and various forms of incentive, including tax benefits to companies. This study analyzed the 5G socio-technical system in South Korea through the lens of technology systems theory, identifying and discussing crucial factors that have propelled 5G development and major latent aspects, such as the lack of killer applications for consumers and in vertical industries, which may potentially hinder the further growth and stabilization of the 5G system in South Korea.     

Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation

Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesperson job satisfaction. Study results indicate that ICT indirectly influences job satisfaction through salesforce administrative performance. While ICT infrastructure, training, and support positively relate to administrative performance, none of them influence outcome performance significantly. In addition, salesperson technology orientation moderates the effect of both ICT infrastructure and support on job satisfaction. Managerial insights and implications from the research are discussed.     

How does trust affect alliance performance? The mediating role of resource sharing

Although the direct impact of trust on alliance performance is well documented, little is known about how trust affects alliance performance. Based on the resource-based view, this study develops a model that employs resource sharing as a critical mediating mechanism through which trust affects alliance performance. Using survey data from 205 Chinese firms that were engaged in alliances, we find broad support for the mediated effects of trust. Interestingly, we also find that goodwill trust matters more to tangible than to intangible resource sharing, whereas competence trust matters more to intangible than to tangible resource sharing. Overall, our research provides important implications for firms seeking to translate their trust into superior alliance performance.     

Favor in exchange for trust? The role of subordinates’ attribution of supervisory favors

Favor exchange is known to be essential for building personal relationships (guanxi) in China. In two studies, we explore the effect of supervisory favors on subordinates’ trust in supervisor; we further explore how subordinates’ attributions of supervisory favors affect trust in supervisor independently and in interaction with supervisory favors. We find evidence that supervisory favors has a positive effect on trust in the supervisor; merit attribution of supervisory favors has a positive effect on trust in the supervisor but personal favor attribution has a negative effect; merit attribution also moderates the effect of supervisory favors such that supervisory favors has a stronger positive effect on trust in the supervisor for subordinates who make higher merit attribution than for those who make lower merit attribution. Theoretical and practical implications are discussed.     

When communication quality is trustworthy? Transactive memory systems and the mediating role of trust in software development teams

While the importance of communication frequency to transactive memory system (TMS) development has well been established, few studies have been done examining the relationship between communication quality and transactive memory systems in software development teams. This study empirically tests the relationships between communication quality and TMS, and the effect of TMS on team effectiveness. We also examine the mediating effect of trust on the link between communication quality and TMS. By investigating 86 software development teams in China, the results suggest that: (1) communication quality has a positive effect on TMS; (2) the link between communication quality and TMS is mediated by benevolence‐ and competence‐based trust; and (3) TMS has a positive impact on team performance. Theoretical and managerial implications of the study findings are discussed.     

Should SMEs get out of the building? Examining the role of customer co-creation on radical organizational creativity*

Facing the liability of smallness, SMEs face substantial challenges in internally developing solutions to spur the generation of new ideas that challenge existing practices. In this study, we point to co-creation with customers as an external solution to boost radical organizational creativity. Relying on a sample of SMEs in the Northern Netherlands, we examine the impact of co-creation on radical organizational creativity. Following insights from organizational learning theory, we also test the moderating effect of the nature of the organizational structure and the level of organizational creativity support. We find that customer co-creation has a positive impact on SME’s radical creativity. Surprisingly, we find that organizational creativity support negatively moderates this relationship. Together these findings enrich our theoretical understanding of the drivers of radical organizational creativity. Moreover, they provide SME managers specific guidelines on how to generate radically new ideas.     

Why do some outside successions fare better than others? The role of outside CEOs' prior experience with board diversity

Research summary: We develop a theory to explain why new outside CEOs can better manage their relationship with the board if they previously served on boards that were more diverse than the focal board. We predict that a new outside CEO's prior experience with more diverse boards not only reduces the likelihood of post‐succession CEO turnover and director turnover, but also improves firm performance. Results from an analysis of 188 outside CEOs in a sample of Fortune 500 companies provide support for our theory. This study contributes to upper echelon theory and research by identifying outside CEOs' prior experience with board diversity as an important aspect of their background that influences a range of major organizational outcomes, including CEO turnover, director turnover, and firm performance. Managerial summary: It is challenging to be a new CEO who comes from outside of the organization. Our study examines why some new outside CEOs fare better than others. We suggest that a positive relationship with the board of directors is a key factor in a new outside CEO's success. A new outside CEO can better manage the relationship with the board if he or she has prior experience working with other demographically diverse boards. In contrast, when the focal board is more diverse than the other boards on which the new CEO previously served, the new CEO tends to struggle in managing his or her relationship with the board, experiencing a higher likelihood of turnover and delivering worse financial performance. Copyright © 2015 John Wiley & Sons, Ltd.     

Why do patterns of environmental response differ? A stakeholders' pressure approach

The objective of this article is to analyze the strategies or patterns of adaptation of firms for responding to environmental requirements or expectations. We specifically analyze the influence of the different pressure agents or stakeholders on the degree of proactivity of these patterns. We therefore propose and validate four types of environmental response pattern, representing particular configurations of both the scope of environmental objectives and their allocation of internal resources. The analysis, which is focused on a sample of 240 industrial firms, provides empirical evidence enabling us to identify, understand, and evaluate the impact of stakeholders on the choice of environmental response pattern. Copyright © 2008 John Wiley & Sons, Ltd.     

The impact of biofuel growth on agriculture: Why is the range of estimates so wide?

The rapid expansion of biofuel production has generated considerable interest within the body of empirical economic literature that has sought to understand the impact of biofuel growth on the global food economy. While the consensus within the literature is that biofuel emergence is likely to have some effect on future world agricultural market, there is a considerable range in the estimated size of the impact. Despite the importance of this topic to policy makers, there has been no study that has tried to reconcile the differences among various outlook studies. This paper undertakes an in-depth review of some key outlook studies which quantify the impacts of biofuels on agricultural commodities, and which are based on either general-equilibrium (GE) or partial-equilibrium (PE) modeling approaches. We attempt to reconcile the systematic differences in the estimated impacts of biofuel production growth on the prospective prices and production of three major feedstock commodities, maize, sugar cane, and oilseeds across these studies. Despite the fact that all models predict positive impacts on prices and production, there are large differences among the studies. Our findings point to a number of key assumptions and structural differences that seem to jointly drive the variations we observe, across these studies. The differences among the PE models are mainly due to differences in the design of scenarios, the presence or absence of biofuel trade, and the structural way in which agricultural and energy market linkages are modeled. The differences among the GE models are likely to be driven by model assumptions on agricultural land supply, the inclusion of the byproducts, and assumptions on crude oil prices and the elasticity of substitution between petroleum and biofuels.     

When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust

Despite substantive evidence showing mixed results on the association between a coopetitive relationship and performance, surprisingly little theory explains the contingencies under which a coopetitive relationship does (or does not) matter to performance. By combining insights from the trust-distrust literature and 18 in-depth managerial conversations, this study unpacks the multidimensional nature of trust (i.e., goodwill and competence) and distrust (i.e., malevolence and discredibility) and suggests that the effect of a coopetitive relationship matters to performance, when both trust and distrust are present (at moderate to high levels), but fails to do so when one of them is low and the other is high. The results based on a sample of Swedish firms provide full support for the hypotheses. In terms of theoretical contributions, this study challenges the old wisdom suggesting trust as good and distrust as bad, extends the current understanding of trust and distrust beyond their one-dimensionality, and provides a novel approach to understanding when a coopetitive relationship performs well and when it does not. In terms of practical relevance, it suggests that firms adopt a paradox mindset (with a focus on both trust and distrust) to unlock the positive potential of a coopetitive relationship.     

Is the theory of trust and commitment in marketing relationships incomplete?

Trust and commitment are central to the relational mediators model of relationship marketing. Extant research suggests that trust enhances commitment, as a trusted partner is so highly valued that a channel member will invest in the relationship and put forth efforts to maintain that relationship. This study re-examines the causality between trust and commitment by comparing alternative models across three datasets (including the seminal Morgan and Hunt 1994 data). The results indicate that while trust enhances commitment, commitment can also erode trust. Several viable, theoretically-driven explanations for this negative effect are discussed, and propositions are developed for future research.     

Who does private equity buy? Evidence on the role of private equity from buyouts of divested businesses

Research Summary: We examine the role of nonventure private equity firms in the market for divested businesses, comparing targets bought by such firms to those bought by corporate acquirers. We argue that a combination of vigilant monitoring, high‐powered incentives, patient capital, and business independence makes private equity firms uniquely suited to correcting underinvestment problems in public corporations, and that they will therefore systematically target divested businesses that are outside their parents’ core area, whose rivals invest more in long‐term strategic assets than their parents, and whose parents have weak managerial incentives both overall and at the divisional level. Results from a sample of 1,711 divestments confirm these predictions. Our study contributes to our understanding of private equity ownership, highlighting its advantage as an alternate governance form. Managerial Summary: Private equity firms are often portrayed as destroyers of corporate value, raiding established companies in pursuit of short‐term gain. In contrast, we argue that private equity investors help to revitalize businesses by enabling investments in long‐term strategic resources and capabilities that they are better able to evaluate, monitor, and support than public market investors. Consistent with these arguments, we find that when acquiring businesses divested by public corporations, private equity firms are more likely to buy units outside the parent's core area, those whose peers invest more in R&D than their parents, and those whose parents have weak managerial incentives, especially at the divisional level. Thus, private equity firms systematically target those businesses that may fail to realize their full potential under public ownership.     

Is the future static or dynamic? The role of culture on escalation of commitment in new product development

Escalation of commitment in new product development has been studied extensively for the last four decades but the impact of culture on the escalation phenomenon remains largely unexplored. This study investigates how culture impacts the decision to escalate or deescalate commitment to new products. Americans are analytic thinkers whereas Chinese tend to be holistic thinkers. When it comes to decision making, analytic thinkers focus on field independent and abstract factors and believe that future is linear and static, whereas holistic thinkers focus more on contextual factors and believe that future is dynamic and nonlinear. Hence, Chinese are more likely to escalate their commitment relative to Americans on receiving a negative performance report in the new product development process. A lab experiment using weekend MBA students and managers was used to test this underlying hypothesis. The findings confirmed that analytical thinkers use fewer factors than holistic thinkers in making new product decisions, and that Chinese managers are more likely to escalate their commitment relative to American managers. The decision to escalate or de-escalate was moderated by perceived product innovativeness.     

The performance implications of power–trust relationship: The moderating role of commitment in the supplier–retailer relationship

The current research examines how coercive power and non-coercive power affect trust and how these relationships are affected by affective and calculative commitment. It also expands the understanding of the role of an under-researched dimension of performance, i.e., strategic performance, and studies it as a mediating variable in the relationship between trust and financial performance. The proposed model is empirically tested using Partial Least Squares (PLS) in supplier–retailer channel in Taiwan. The findings reveal that affective commitment has a positive moderating effect on the negative relationship between coercive power and trust, while calculative commitment has a negative moderating effect on the positive relationship between non-coercive power and trust. The results also indicate that strategic performance partially mediates the effect of trust on financial performance. The research advances theoretical understanding on the complex power–trust relationship and provides insights into the role of commitment in both enabling and undermining channel relationships. The findings highlight the importance of building affective commitment in channel relationships and the critical role of strategic performance in the trust–financial performance relationship.     

Was household internet adoption driven by the reform? Evaluation of the 2013 telecommunication reform in Mexico

In 2013 the Mexican Telecommunications and Broadcasting Reform was launched with the goal of promoting competition and access in the telecommunications sector. The aim of this paper is to evaluate whether the 2013 reform had an impact on household fixed internet adoption and to what extent Mexican households, classified into ten wealth groups, had adopted internet. For the assessment, after a revision of supply and demand Reform's measures to reduce the digital divide, data from the 2010 Census and 2015 Intercensal Survey were used to create adoption indexes using Poisson estimations. The results were analyzed by ten wealth groups, constructed on principal components based on household characteristics (type of dwelling, electricity availability, availability of drinking water, sewer system, internet and ICT devices: computer, telephone, cell phone and internet). Additionally, the impact of both indexes was validated by a difference in differences method. The results suggest a 66% overall increase in internet adoption between 2010 and 2015. The decile analysis showed considerable internet adoption in the low and middle wealth groups (deciles 2–8), while in the highest wealth groups (deciles 9–10) the impact of internet adoption has been relatively moderate. It is worth noting that internet adoption is unequally distributed, as less than 1% of households in deciles 1 to 6 had adopted internet in 2015, while nearly all of the wealthiest ten percent of households have internet access. Nevertheless the increment in internet adoption was not only the result of the reform but the combination of the broadband penetration trend and the reform together.     

Understanding MNEs׳ decline in the adoption of locally developed technology standard in China: A positioning and cognitive perspective

Asian countries are becoming more and more active in participating technology standard development. In this paper we study the impact of this change on multinational enterprises (MNEs) using the case of TD-SCDMA, an international technology standard of 3G mobile communications. During the development of this technology standard, MNEs׳ market share dropped dramatically. A major contribution of this study is analyzing the underlying mechanism governing MNEs׳ interpreting TD-SCDMA as a threat rather than an opportunity by integrating two streams of literature. We also discuss the possible strategies for MNEs to maintain their market leadership position when local firms are able to lead international technology standard development.     

Is DNA fingerprinting the gold standard for estimation of adoption and impacts of improved lentil varieties?

In the early 1980s, disease susceptibility in short-season lentil landraces began to limit productivity in areas where relay cropping took place in Bangladesh. Since then, several improved high-yielding lentil varieties, which are resistant to rust and blight and suitable in the relay cropping system, have been released jointly by national and international research centers. This study used three methods, namely a panel of experts, a survey of 1000 households where the respondents named the variety they used, and DNA fingerprinting of seed samples collected from all lentil plots cultivated by survey households to estimate adoption. Double hurdle and instrumental variables regression methods were applied to the household survey and DNA fingerprinting data to identify determinants of adoption and measure their impacts. Of particular interest was whether estimates of adoption, determinants of adoption and impacts varied by method of variety identification. Results showed that the expert panel overestimated the adoption of more recent varieties while about 89% of the farmer-reported varieties were accurate, as verified by DNA fingerprinting. DNA fingerprinting appears to have little advantage for estimating the level of adoption in this case, where few varieties of lentils are found, local variety names do not exist, and most seed is obtained through a formal system. However, even under these conditions, determinants of adoption vary by identification method, and use of farmer-reported information on the variety can lead to erroneous conclusions about determinants of adoption. Because recent breeding efforts have focused on taste and cooking considerations, yield impacts were not significantly different from zero.