Exploration of Variables Inherent in Adopting an Industrial Product

Bell Gerald D. “Self-Confidence, Persuasibility, and Cognitive Dissonance Among Automobile Buyers,” in Cox Donald F. , ed., Risk Taking and Information Handling in Consumer Behavior. Boston: Harvard Graduate School of Business, 1967, 442–68.

Brozen Yale . “Invention, Innovation, and Imitation,” American Economic Review, 41(May 1941), 239–57.

Buzzell Robert D. , and Nourse Robert E. M. Product Innovation in Food Processing. Cambridge, Mass.: Harvard University, 1967.

Cardozo Richard N. “Segmenting the Industrial Market,” Proceedings. Fall Conference, American Marketing Association, 1968, 433–40.

Carter C. F. , and Williams B. R. “The Characteristics of Technically Progressive Firms,” Journal of Industrial Economics, 7(March 1959), 87–154.

Cunningham Scott M. “The Major Dimensions of Perceived Risk,” in Cox Donald F. , ed., Risk Taking and Information Handling in Consumer Behavior. Boston: Harvard Graduate School of Business, 1967, 82–108.

Hisrich Robert D. , Dornoff Ronald J. , and Kernan Jerome B. “Perceived Risk in Store Selection,” Journal of Marketing Research, 9(November 1972), 435–9.

Jacoby Jacob . “Personality and Innovative Proneness,” Journal of Marketing Research, 8(May 1971), 244–7.

Janis I. L. , and Field P. B. “Sex Differences and Personality Factors Related to Persuasibility,” in Hovland C. I. , and Janis I. L. , eds., Personality and Persuasibility. New Haven: Yale University Press, 1959, 55–68.

King Charles W. “Adoption and Diffusion Research in Marketing: An Overview,” Proceedings. Fall Conference, American Marketing Association, 1963, 665–85.

Lazo Hector . “Finding a Key to Success in New Product Failures,” Industrial Marketing, 50(November 1965), 74–5.

Mansfield Edwin . “Size of Firm, Market Structure and Innovation,” Journal of Political Economy, 71(December 1963), 556–76.

Ostlund Lyman E. “The Interaction of Self-Confidence Variables in the Context of Innovative Behavior,” Proceedings. Fall Conference, American Marketing Association, 1971, 351–7.

Ozanne Urban B. , and Churchill Gilbert A. “Adoption Research: Information Sources in the Industrial Purchasing Decision,” Proceedings. Fall Conference, American Marketing Association, 1968, 352–60.

Robertson Thomas S. , and Kennedy James N. “Prediction of Consumer Innovators: Application of Multiple Discriminant Analysis,” Journal of Marketing Research, 5(February 1968), 64–9.

Robinson Patrick J. , Faris Charles W. , and Wind Yoram . Industrial Buying and Creative Marketing. Boston: Allyn and Bacon, 1967.

Rogers Everett M. Diffusion of Innovations. New York: The Free Press of Glencoe, 1962.

Rokeach Milton . The Open and Closed Mind. New York: Basic Books, 1960.

Troldahl Verling C. , and Powell Frederic A. “A Short Form Dogmatism Scale for Use in Field Studies,” unpublished working paper, University of Massachusetts, 1968.

Webster Frederic E. Jr. “New Product Adoption in Industrial Markets: A Framework for Analysis,” Journal of Marketing, 33(July 1969), 35–45.