Intraorganizational information and communication technology diffusion: Implications for industrial sellers and buyers

Abernathy, 1978, Patterns of industrial innovations, Technology Review, 80, 41 Adler, 1996, Two types of bureaucracy: Enabling and coercive, Administrative Science Quarterly, 41, 61, 10.2307/2393986 Anderson, 1982, Marketing, strategic planning and the theory of the firm, Journal of Marketing, 46, 15, 10.2307/3203337 Anderson, 1988, Structural equation modeling in practice: A review and recommended two-step approach, Journal of Applied Psychology, 103, 411 Athaide, 1996, Seller–buyer interactions during the commercialization of technological process innovations, Journal of Product Innovation Management, 13, 416, 10.1111/1540-5885.1350406 Aydin, 1991, Social worlds, individual differences, and implementation: Predicting attitudes toward a medical information system, Information and Management, 20, 119, 10.1016/0378-7206(91)90049-8 Bagozzi, 1994, Measurement in marketing research: Basic principles of questionnaire design Bagozzi, 1994, A general approach to representing multifaceted personality constructs: Application to self-esteem, Structural Equation Modeling, 1, 35, 10.1080/10705519409539961 Baumgartner, 1996, Applications of structural equation modeling in marketing and consumer research: A review, International Journal of Research in Marketing, 13, 139, 10.1016/0167-8116(95)00038-0 Beal, 2000, Performance implications of aligning CEO functional experiences with competitive strategies, Journal of Management, 26, 733, 10.1016/S0149-2063(00)00054-4 Beer, 2000, Cracking the code of change, Harvard Business Review, 133 Berndt, 1995, High-tech capital formation and economic performance in U.S. manufacturing industries: An exploratory analysis, Journal of Econometrics, 65, 9, 10.1016/0304-4076(94)01596-R Berthon, 1999, Marketing and technical managers, European Journal of Marketing, 33, 772, 10.1108/03090569910274465 Bettman, 1973, Perceived risk and its components, Journal of Marketing Research, 10, 184, 10.2307/3149824 Bhattacherjee, 1998, Managerial influences on intra-organizational information technology use: A principal–agent model, Decision Sciences, 29, 139, 10.1111/j.1540-5915.1998.tb01347.x Bollen, 1989 Brancheau, 1990, The adoption of spreadsheet software: Testing innovation diffusion theory in the context of end-user computing, Information Systems Research, 1, 115, 10.1287/isre.1.2.115 Bretschneider, 1993, Organizational adoption of microcomputer technology: The role of sector, Information Systems Research, 4, 88, 10.1287/isre.4.1.88 Burns, 1961 Carbone, 1996, Distributors see growing EDI interest, Purchasing, 120, 59 Cats-Baril, 1994, The French videotext system minitel: A successful implementation of a national information technology infrastructure, MIS Quarterly, 18, 1, 10.2307/249607 Cespedes, 1995 Cespedes, 1996 Cooper, 1990, Information technology implementation research: A technological diffusion approach, Management Science, 36, 123, 10.1287/mnsc.36.2.123 Craig, 1995, Achieving innovation through bureaucracy: Lessons from the Japanese brewing industry, California Management Review, 38, 8, 10.2307/41165819 CRM News, 2001, 1 Cummings, 1978, Organisational innovation: A model and needed research, Journal of Business Research, 6, 33, 10.1016/0148-2963(78)90018-8 Davis, 1989, User acceptance of computer technology: A comparison of two theoretical models, Management Science, 35, 982, 10.1287/mnsc.35.8.982 Day, 1994, The capabilities of market-driven organizations, Journal of Marketing, 58, 37, 10.2307/1251915 Devaraj, 2003, Performance impacts of information technology: Is actual usage the missing link?, Management Science, 49, 273, 10.1287/mnsc.49.3.273.12736 Dewett, 2001, The role of information technology in the organization: A review model and assessment, Journal of Management, 27, 313, 10.1016/S0149-2063(01)00094-0 Dick, 1994, Customer loyalty: Toward an integrated conceptual framework, Journal of the Academy of Marketing Science, 22, 99, 10.1177/0092070394222001 Eder, 2001, Determinants of intranet diffusion and infusion, Omega, 29, 233, 10.1016/S0305-0483(00)00044-X Finance CustomWire, 2005 Fornell, 1981, Evaluating structural equation models with unobservable variables and measurement error, Journal of Marketing Research, 18, 39, 10.2307/3151312 Frambach, 1993, An integrated model of organizational adoption and diffusion of innovations, European Journal of Marketing, 27, 22, 10.1108/03090569310039705 Frambach, 1998, Adoption of a service innovation in the business market: An empirical test of supply-side variables, Journal of Business Research, 41, 161, 10.1016/S0148-2963(97)00005-2 Franz, 1986, Organizational context, user involvement, and the usefulness of information systems, Decision Sciences, 17, 329, 10.1111/j.1540-5915.1986.tb00230.x Galvin, J. (2002). Increase SFA adoption with sales process mapping, Gartner group research report SPA-18-2377, Gartner Group. Gatignon, 1989, Technology diffusion: An empirical test of competitive effects, Journal of Marketing, 53, 35, 10.2307/1251523 Gerbing, 1993, Monte Carlo evaluations of goodness-of-fit indices for structural equation models Ginzberg, 1981, Early diagnosis of MIS implementation failure, Management Science, 27, 459, 10.1287/mnsc.27.4.459 Good, 2000, The impact of computerization on marketing performance, Journal of Business and Industrial Marketing, 15, 34, 10.1108/08858620010311548 Goolsby, 1992, A theory of role stress in boundary spanning positions of marketing organizations, Journal of the Academy of Marketing Science, 20, 155, 10.1007/BF02723455 Grover, 1993, The initiation, adoption, and implementation of telecommunications technologies in U.S. organizations, Journal of Management Information Systems, 10, 141, 10.1080/07421222.1993.11517994 Grover, 1998, The influence of information technology diffusion and business process change on perceived productivity: The IS executive's perspective, Information and Management, 34, 141, 10.1016/S0378-7206(98)00054-8 Hage, 1970 Hayes, 1980, Managing our way to economic decline, Harvard Business Review, 67 Honeycutt, 2005, Impediments to sales force automation, Industrial Marketing Management, 34, 313, 10.1016/j.indmarman.2004.09.012 Huber, 1990, A theory of the effects of advanced information technologies on organizational design, intelligence, and decision making, Academy of Management Review, 15, 47, 10.5465/amr.1990.4308227 Iacovou, 1995, Electronic data interchange and small organizations: Adoption and impact of technology, MIS Quarterly, 19, 466, 10.2307/249629 Igbaria, 1997, The consequences of information technology acceptance on subsequent individual performance, Information and Management, 32, 113, 10.1016/S0378-7206(97)00006-2 Jones, 2002, Factors leading to sales force automation use: A longitudinal analysis, Journal of Personal Selling and Sales Management, 22, 145 Kallman, 1993, The critical success factors of distributed computing are organizational, not technological, Journal of Information Technology Management, 4, 32 Kamath, 1993, Functional perspectives on innovation: The correlates of innovation in the marketing and manufacturing functions, IEEE Transactions on Engineering Management, 40, 293, 10.1109/17.233191 Kim, 1998, Managing intraorganizational diffusion of technological innovations, Industrial Marketing Management, 27, 229, 10.1016/S0019-8501(97)00059-X Klein, 1998, Small business grows online, American Demographics, 20, 30 Klein, 2001, Implementing computerized technology: An organizational analysis, Journal of Applied Psychology, 86, 811, 10.1037/0021-9010.86.5.811 Klein, 1996, The challenge of innovation implementation, Academy of Management Review, 21, 1055, 10.5465/amr.1996.9704071863 Kotler, 2003 Kotter, 1995, Why transformation efforts fail, Harvard Business Review, 59 Kumar, 1993, Conducting interorganizational research using key informants, Academy of Management Journal, 36, 1633, 10.2307/256824 Lai, 1997, Exploring the research in information technology implementation, Information and Management, 32, 187, 10.1016/S0378-7206(97)00022-0 LaRose, 1996, Organizational adoption of internet and the clustering of innovations, Telematics and Informatics, 13, 49, 10.1016/0736-5853(96)00003-2 Lee, 1998, Internet-based financial EDI: Towards a theory of its organizational adoption, Computer Networks and ISDN Systems, 30, 1579, 10.1016/S0169-7552(98)00208-6 Leiblein, 2004, Building a foreign sales base: The roles of capabilities and alliances for entrepreneurial firms, Journal of Business Venturing, 19, 285, 10.1016/S0883-9026(03)00031-4 Leung, A., Zhang, J., Wong, P. K., & Foo, M. D. (in press). The use of networks in human resource acquisition for entrepreneurial firms: Multiple ‘fit’ considerations. Journal of Business Venturing. doi:10.1016/j.jbusvent.2005.04.010. Leverick, 1998, Using information technology effectively: A study of marketing installations, Journal of Marketing Management, 14, 927, 10.1362/026725798784867554 MacKenzie, 2001, Transformational and transactional leadership and salesperson performance, Journal of the Academy of Marketing Science, 29, 115, 10.1177/03079459994506 Mansfield, 1993, The diffusion of flexible manufacturing systems in Japan, Europe and the United States, Management Science, 39, 149, 10.1287/mnsc.39.2.149 McCallum, 1986, Specification searches in covariance structure modeling, Psychological Bulletin, 100, 107, 10.1037/0033-2909.100.1.107 McKee, 1989, Strategic adaptability and firm performance: A market-contingent perspective, Journal of Marketing, 53, 21, 10.2307/1251340 Mehrtens, 2001, A model of internet adoption by SMEs, Information and Management, 39, 165, 10.1016/S0378-7206(01)00086-6 Meyers, 1999, Implementation of industrial process innovations: Factors, effects, and marketing implications, Journal of Product Innovation Management, 16, 295, 10.1016/S0737-6782(98)00044-7 Michaels, 1988, Influence of formalization on the organizational commitments and work alienation of salespeople and industrial buyers, Journal of Marketing Research, 25, 376, 10.2307/3172948 Miller, 1983, The correlates of entrepreneurship in three types of firms, Management Science, 29, 770, 10.1287/mnsc.29.7.770 Min, 1999, Electronic commerce usage in business-to-business purchasing, International Journal of Operations and Product Management, 19, 909, 10.1108/01443579910280232 Morris, 1987, The relationship between entrepreneurship and marketing in established firms, Journal of Business Venturing, 2, 247, 10.1016/0883-9026(87)90012-7 Naman, 1993, Entrepreneurship and the concept of fit: A model and empirical tests, Strategic Management Journal, 14, 137, 10.1002/smj.4250140205 O'Callaghan, 1992, Adoption correlates and share effects of electronic data interchange systems in marketing channels, Journal of Marketing, 56, 45, 10.2307/1252041 Pae, 2002, Managing intraorganizational diffusion of innovations: Impact of buying center dynamics and environments, Industrial Marketing Management, 31, 719, 10.1016/S0019-8501(01)00190-0 Perrow, 1986 Pierce, 1977, Organization structure, individual attributes, and innovation, Academy of Management Review, 2, 27, 10.5465/amr.1977.4409154 Piercy, 1989, Information control and the power and politics of marketing, Journal of Business Research, 18, 229, 10.1016/0148-2963(89)90047-7 Pires, 2003, The relationship between technology adoption and strategy in business-to-business markets: The case of E-commerce, Industrial Marketing Management, 32, 291, 10.1016/S0019-8501(02)00237-7 Premkumar, 1994, Implementation of electronic data interchange: An innovation diffusion perspective, Journal of Management Information Systems, 11, 157, 10.1080/07421222.1994.11518044 Pugh, 1963, A schema of organizational analysis, Administrative Science Quarterly, 8, 289, 10.2307/2390971 Puto, 1985, Risk handling strategies in industrial vendor selection decisions, Journal of Marketing, 49, 89, 10.2307/1251179 Rogers, 1983 Rogers, 1995 Ruekert, 1987, Marketing's interaction with other functional units: A conceptual framework and empirical evidence, Journal of Marketing, 51, 1, 10.2307/1251140 Sethi, 1994, Development of measures to assess the extent to which an information technology application provides competitive advantage, Management Science, 40, 1601, 10.1287/mnsc.40.12.1601 Sharma, 2005, A simulation study to investigate the use of cutoff values for assessing model fit in covariance structure models, Journal of Business Research, 58, 935, 10.1016/j.jbusres.2003.10.007 Singh, 1993, Boundary role ambiguity: Facets, determinants, and impacts, Journal of Marketing, 57, 11, 10.2307/1252024 Singh, 1991, Boundary role ambiguity in marketing-oriented positions: A multidimensional, multifaceted operationalization, Journal of Marketing Research, 28, 328, 10.2307/3172868 Speier, 1997, Differences in end-user computing support and control across user departments, Information and Management, 32, 85, 10.1016/S0378-7206(97)00004-9 Speier, 2002, The hidden minefields in the adoption of sales force automation technologies, Journal of Marketing, 66, 98, 10.1509/jmkg.66.3.98.18510 Stone, 2002, The impacts of computer use on marketing operations, Journal of Marketing Theory and Practice, 10, 38, 10.1080/10696679.2002.11501915 Strandholm, 2004, Examining the interrelationships among perceived environmental change, strategic response, managerial characteristics, and organizational performance, Journal of Business Research, 57, 58, 10.1016/S0148-2963(02)00285-0 Street, 2004, Interview: Right now chief offers CRM tips Subramaniam, 2003, A note on work-related values, budget emphasis and managers' organisational commitment, Management Accounting Research, 14, 389, 10.1016/j.mar.2003.07.001 Sujan, 1994, Learning orientation, working smart and effective selling, Journal of Marketing, 58, 39, 10.2307/1252309 Thomas, 1991, The performance impact of strategy–manager coalignment: An empirical examination, Strategic Management Journal, 12, 509, 10.1002/smj.4250120704 Thomas, 1999, Matching managers to strategy: Further tests of the miles and snow typology, British Journal of Management, 7, 247, 10.1111/j.1467-8551.1996.tb00118.x Thompson, 1965, Bureaucracy and innovation, Administrative Science Quarterly, 10, 1, 10.2307/2391646 Tornatzky, 1982, Innovation characteristics and innovation adoption-implementation: A meta-analysis of findings, IEEE Transactions on Engineering Management, 29, 28, 10.1109/TEM.1982.6447463 Tyson, 2005, How Europe is revving its engine, Business Week, 3921, 24 Vakola, 2004, The effect of emotional intelligence and personality variables on attitudes toward organizational change, Journal of Managerial Psychology, 19, 88, 10.1108/02683940410526082 Van Everdingen, 2002, Intra-firm adoption decisions: Role of inter-firm and intra-firm variables, European Management Journal, 20, 649, 10.1016/S0263-2373(02)00116-0 Waarts, 2002, The dynamics of factors affecting the adoption of innovations, Journal of Product Innovation Management, 19, 412, 10.1016/S0737-6782(02)00175-3 Wang, 1998, Consumer privacy concerns about internet marketing, Communications of the ACM, 41, 63, 10.1145/272287.272299 Weiss, 1993, The nature of organizational search in high technology markets, Journal of Marketing Research, 30, 220, 10.2307/3172829 Wind, 1974, Industrial market segmentation, Industrial Marketing Management, 3, 153, 10.1016/0019-8501(74)90025-X Wu, 2003, An analysis of E-business adoption and its impact on business performance, Journal of the Academy of Marketing Science, 31, 425, 10.1177/0092070303255379 Zaltman, 1973 Zheng Zhou, 2005, The effects of strategic orientations on technology- and market-based breakthrough innovations, Journal of Marketing, 69, 42, 10.1509/jmkg.69.2.42.60756 Zmud, 1982, Diffusion of modern software practices: Influence of centralization and formalization, Management Science, 28, 1421, 10.1287/mnsc.28.12.1421