The Role of Signaling Identity in the Adoption of Personal Technologies By Alessandro Arbore, Isabella Soscia and Richard ...
2 
Cool enough??! 
“Judge Colin Birss declared that Galaxi Tab was not “cool enough” to be confused with the iPad (Arthur,...
Research question 
Our proposal addressed a long-standing research question in information systems (IS): how can we accura...
Symbolic Value 
The definition of symbolic value in consumption behavior should not neglect the notion of consumer needs (...
Symbolic Values in IT studies 
Status/prestige 
Need for uniqueness 
5 
…but “status” and “uniqueness” seem to be merely...
6 
Need for 
uniqueness 
Social 
influence 
Intention 
Perceived 
monetary 
costs 
Perceived 
usefulness 
Perceived 
servi...
Re-specification of Hong and Tam (2006) model 
7 
P 
erceived 
enjoyment 
Social 
influence 
Intention 
Self 
- 
identity ...
Study Context and Data Collection 
We asked a total of 351 Italian participants to fill out the questionnaire containing ...
Results 
9 
Age Intention R 2 =.58 . .19*** .24*** ns ns .48*** .08* .08* ns .11* .17** ns Social influences Need for uniq...
Results 
10 
ns 
ns 
ns 
ns 
ns 
ns 
Age 
Intention 
R 
2 
=.61 
S 
ocial 
influence 
Perceived 
usefulness 
R 
2 
= .69 
...
Conclusions 
“status” and “uniqueness” only partly define personal identity and, in the process, fail to fully convey one’...
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2 - The Role of Signaling Identity in the Adoption of Personal Technologies par Isabella Soscia - WUD2014 Use-Age

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The Role of Signaling Identity in the Adoption of Personal Technologies par Isabella Soscia, professeur (SKEMA) Cette présentation sera faite en Anglais
We explore symbolic determinants of technology acceptance to complement more functional frameworks and better predict decisions to adopt information appliances. Previous research has investigated such variables as “need for uniqueness” and “status gains” to capture relevant aspects of technology acceptance. However, the more we move toward personal and ubiquitous technologies, the more we need to broaden and deepen our understanding of the symbolic aspects of adoption. This study reinterprets the symbolic dimension of adoption by broadening its scope to include the self-concept. Results support a prominent role for self-identity in predicting intentions to adopt mobile TVs. Self-identity is shown to complement the effects of “need for uniqueness” and “status gains” in this regard.

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2 - The Role of Signaling Identity in the Adoption of Personal Technologies par Isabella Soscia - WUD2014 Use-Age

  1. 1. The Role of Signaling Identity in the Adoption of Personal Technologies By Alessandro Arbore, Isabella Soscia and Richard Bagozzi
  2. 2. 2 Cool enough??! “Judge Colin Birss declared that Galaxi Tab was not “cool enough” to be confused with the iPad (Arthur, 2012). These words undergird a legal decision concerning the patent and intellectual property dispute between Apple and Samsung in which Samsung was decreed the legal victor”
  3. 3. Research question Our proposal addressed a long-standing research question in information systems (IS): how can we accurately explain users’ acceptance of information technology (IT) innovations? 3 We propose that a need exists to redefine the concept of “image” by specifying symbolic aspects of adoption and their relationship to decisions to adopt information appliances.
  4. 4. Symbolic Value The definition of symbolic value in consumption behavior should not neglect the notion of consumer needs (Smith & Colgate, 2007). Park, Jaworski, and MacInnis (1986) identify three basic consumer needs: 1.functional needs (i.e., those that satisfy consumption-related problems; e.g., a GPS meets a functional need when it provides localization); 2. experiential needs (i.e., those that express a desire for products that provides sensory pleasure and cognitive stimulation; e.g., kinesthetic enjoyment provided by home video game consoles); 3.and symbolic needs (i.e., those that empower self-enhancement, role position, group membership, or ego-identification; e.g., acquiring and expressing “coolness” by using an iPad). 4
  5. 5. Symbolic Values in IT studies Status/prestige Need for uniqueness 5 …but “status” and “uniqueness” seem to be merely particular antecedents of particular identity-signaling goals related to personal self-identity.
  6. 6. 6 Need for uniqueness Social influence Intention Perceived monetary costs Perceived usefulness Perceived service availability Perceived ease of use Age Hong and Tam (2006) model
  7. 7. Re-specification of Hong and Tam (2006) model 7 P erceived enjoyment Social influence Intention Self - identity Perceived usefulness Perceived monetary costs Perceived ease of use Perceived service availability Age
  8. 8. Study Context and Data Collection We asked a total of 351 Italian participants to fill out the questionnaire containing the independent, mediating, and dependent variables for the measurement models. We then analyzed information from 345 completed questionnaires: 176 men, 169 women. The average age was 21 (SD = 1.57). We measured all research variables using multiple-item scales adapted from prior studies (we made minor wording changes to tailor them to the mobile TV context). All responses were recorded on seven-point scales (1 = strongly disagree; 7 = strongly agree). We tested hypotheses by using confirmatory factor analysis and structural equations models with LISREL 8
  9. 9. Results 9 Age Intention R 2 =.58 . .19*** .24*** ns ns .48*** .08* .08* ns .11* .17** ns Social influences Need for uniqueness Perceived usefulness R2=.63 Perceived monetary costs Perceived ease of use R2=.10 (13) Perceived service availability Perceived enjoyment .26*** .61*** ns
  10. 10. Results 10 ns ns ns ns ns ns Age Intention R 2 =.61 S ocial influence Perceived usefulness R 2 = .69 Perceived monetary costs Perceived ease of use R 2 = .10 Perceived service availability Perceived enjoyment r .34*** .12** .14*** .26*** .15** ** .30*** .37*** .47*** Self - identity R 2 = .69
  11. 11. Conclusions “status” and “uniqueness” only partly define personal identity and, in the process, fail to fully convey one’s broader self-identity 11 Instead of focusing on usefulness or ease of use alone, firms should activate key identity associations to foster symbolic drivers. At the very outset, risky negative associations with personal technologies should be identified through qualitative research. This is critical in order to foretell and combat harmful mental links that could potentially represent symbolic barriers to adoption (e.g., “mobile TVs are for geeks”). In Italy, for example, there is strong cultural resistance to adopting automatic transmissions in cars because they are mentally associated with the thought that “people who purchase automatic transmissions as less capable drivers”.

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