Optimal Stimulation Level and the Adoption Decision Process

Following the Klonglan-Coward model, adoption decisions are viewed as following evaluation, a cognitive stage in the decision process, or trial, an overt purchase act. Operationalizing a person's optimal stimulation level with Zuckerman's Sensation Seeking Scale, hypotheses linking stimulation needs and the tendency to base an adoption decision on evaluation or trial are supported by data from a sample survey of adult females.

[1]  James H. Myers,et al.  Personality Correlates of Opinion Leadership and Innovative Buying Behavior , 1969 .

[2]  G. B. Kish,et al.  Interests and stimulus seeking. , 1969 .

[3]  Robert C. Reinehr,et al.  Development of a Stimulus-Variation Seeking Scale for Adults , 1966 .

[4]  Lyman E. Ostlund.  Perceived Innovation Attributes as Predictors of Innovativeness , 1974 .

[5]  O. J. Harvey.  Motivation and social interaction : cognitive determinants , 1963 .

[6]  B. Gorman.  16 Pf Correlates of Sensation-Seeking , 1970, Psychological reports.

[7]  Three expressions of the need for variety1 , 1965 .

[8]  T. Pettigrew.  The measurement and correlates of category width as a cognitive variable1 , 1958 .

[9]  M. Zuckerman,et al.  DEVELOPMENT OF A SENSATION-SEEKING SCALE. , 1964, Journal of consulting psychology.

[10]  P. H. Pearson.  Relationships between global and specified measures of novelty seeking. , 1970 .

[11]  A Comment on “Identifying Buyers of a Major Automotive Innovation” , 1975 .

[12]  G. B. Kish,et al.  Sex differences in the correlates of stimulus seeking. , 1972, Journal of consulting and clinical psychology.

[13]  G. B. Kish,et al.  Correlates of stimulus-seeking: age, education, intelligence, and aptitudes. , 1968, Journal of consulting and clinical psychology.

[14]  T. S. Robertson,et al.  Innovative behavior and communication , 1972 .

[15]  J. P. Anderson,et al.  Analysis of Three Stimulation-Seeking Scales , 1967, Psychological reports.

[16]  Jacob Jacoby,et al.  Personality and Innovation Proneness , 1971 .

[17]  J. Ivancevich,et al.  A Methodology for Identifying Innovator Characteristics of New Brand Purchasers , 1974 .

[18]  M. Baranowski,et al.  An anlysis of five measures of sensation seeking and preference for complexity. , 1971, The Journal of general psychology.

[19]  A Study of Innovativeness Overlap , 1972 .

[20]  G. Haines,et al.  The Theory of Buyer Behavior. , 1970 .

[21]  K. A. Coney,et al.  Dogmatism and Innovation: A Replication , 1972 .

[22]  Paul McReynolds,et al.  The “Need for Novelty”: A Comparison of Six Instruments , 1967 .

[23]  J. M. Hunt,et al.  Motivation Inherent in Information Processing and Action , 1963 .

[24]  R. Blackburn.  Sensation seeking, impulsivity, and psychopathic personality. , 1969, Journal of consulting and clinical psychology.

[25]  M. Zuckerman.  Dimensions of Sensation Seeking. , 1971 .

[26]  R. Green,et al.  Innovation in the Service Sector: Some Empirical Findings , 1974 .

[27]  Donald T. Popielarz.  An Exploration of Perceived Risk and Willingness to Try New Products , 1967 .

[28]  M. Rokeach,et al.  The Open and Closed Mind , 1960 .