Abstract
In addition to the traditionally investigated profit-drivers of retail adoption, such as gross margin, trade support, consumer marketing support, and product uniqueness, the authors investigate to what extent relatively under-investigated variables, such as relationship variables and category variables, are potential antecedents of retailers’ new product adoption decisions. Based on a sample of 392 new product adoption decisions by buyers of a Dutch food retailer, the authors provide evidence that both relationship and category variables do matter in new product adoption decisions by retailers. They show a significant negative effect of relationship dependence, and a significant positive effect of relationship length on a retailer's new product adoption probability. Furthermore, the authors show that higher levels of expected category growth due to the new product introduction are associated with higher levels of retailer adoption probability. Finally, in contrast with all previous retail adoption studies, this study shows a significant, positive relation between the relative gross margin of the new product and the retailer adoption probability.
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