How did you choose?: the role motivational focus has in the innovativeness

Danielle Mantovani, Jose Carlos Korelo and Paulo Henrique Muller Prado

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), 2012, vol. 16, issue 2, 179-199

Abstract: Intentions to adopt new products are guided by motivational systems in the sense that they promote accomplishments (positive experiences) and prevent regrets (negative experiences). This article fills a theoretical gap by proposing that motivational systems act through a set of choice-related Goals, which determine consumers' tendencies to innovate in product categories. Based upon exploratory interviews and a survey of consumers that have recently acquired personal electronics, the authors examine how four chosen Goals, two regarding promotion (justification and confidence in choice) and two regarding prevention (avoiding regret and evaluate costs associated with choices), guide the tendency to adopt new products. Two groups of respondents emerged from analyzing the degree to which the consumers adopt new technology. Comparison of the group models suggests that the respondents with the greater innovativeness show greater confidence in their choices, greater capacity for justifying their choices, and also a greater chance of not regretting their choices. These results suggest that choice-related Goals are antecedents that explain choice-related behavior and the adoption of innovative products.

Date: 2012
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