SUPPORT STRATEGIES TO FOSTER ADOPTION OF INTERORGANIZATIONAL INNOVATIONS

We develop strategies that suppliers can use to foster the adoption of interorganizational information systems innovations, The strategies f ocus on adoption support to overcome innovation adoption barriers, acc ounting for the effect of the innovation on ongoing supplier-customer transactions. Modeling a dimension of the customer-organizational inno vativeness- and a dimension of the innovation-radicalness-me derive op timal supplier strategies for when the supplier can differentiate indi vidual customer innovativeness and when it cannot, In the former case, knowledge of individual customer innovativeness results in a triage m odel-some customers adopt without support, some require support to ado pt, and some do not adopt and should not be supported, A lack of knowl edge of customer innovativeness results in an undifferentiated strateg y directed at all customers, knowledge of customer innovativeness incr eases overall adoption and supplier profits and lowers adoption suppor t to those customers that receive support in both cases.