Generalizations on consumer innovation adoption: A meta-analysis on the drivers of intention and behavior

J.W.C. Arts, R.T. Frambach, T.H.A. Bijmolt

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Previous research has shown that consumer intentions to adopt innovations are often poor predictors of adoption behavior. An important reason for this may be that the evaluative criteria consumers use in both stages of the adoption process weigh differently. Using construal level theory, we develop expectations on the influence of innovation characteristics across the intention and behavior stages of the adoption process. Using meta-analysis, we derive generalizations on drivers of intentions and actual innovation adoption behavior. The results show important differences across both stages. Consumers show higher levels of adoption intention for innovations that are more complex, better match their needs, and involve lower uncertainty. However, consumers are found to actually adopt innovations with less complexity and higher relative advantages. Adopter demographics are found to explain little variance in adoption intention and behavior, whereas adopter psychographics are found to be influential in both stages. These findings have implications for innovation adoption theory, for managers involved in new product and service marketing, and for future research on innovation adoption. © 2011 Elsevier B.V.
Original languageEnglish
Pages (from-to)134-144
JournalInternational Journal of Research in Marketing
Issue number2
Publication statusPublished - 2011


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