Managing intraorganizational diffusion of innovations impact of buying center dynamics and environments

Jae H. Pae, Namwoon Kim, Jin K. Han, Leslie Yip

Research output: Contribution to journalArticlepeer-review

30 Scopus citations


Companies often introduce organizational innovations into their corporate environment with the aim of improving their operational efficiencies. While this practice has become a well-accepted percept among both practitioners and academics over the years for its intuitive appeal, there is an increasing evidence to suggest that companies often fail to fully capitalize on the adopted innovation throughout their organizations. To this end, this study sets out to identify the factors that play a tangible role in facilitating the intraorganizational diffusion of innovations. In this context, we not only examine the roles of buying center dynamics and environments in the intraorganizational diffusion process but also assess the impact on the innovation-adopting firm through the high level of intraorganizational diffusion.

Original languageEnglish
Pages (from-to)719-726
Number of pages8
JournalIndustrial Marketing Management
Issue number8
StatePublished - 1 Nov 2002

Bibliographical note

Funding Information:
The authors would like to thank Professor Donald R. Lehmann for his helpful comments on earlier versions of this manuscript. This research was partially supported by The Hong Kong Polytechnic University Research Fund.


  • Buying centre
  • Innovations
  • Intraorganizational diffusion


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