Student or educator? Sign up with your school email and get 6 months of Pro free.
CoChat
Sign Up
Cited by 169

The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.

Marketing Communication Drivers of Adoption Timing of a New E-Service among Existing Customers

Prins, Remco, Verhoef, Peter C.·2007·Journal of Marketing
DOI 10.1509/jmkg.71.2.169
Open this paper in CoChat — free account

Abstract

This study investigates the effects of direct marketing communications and mass marketing communications on the adoption timing of a new e-service among existing customers. The mass marketing communications pertain to both specific new service advertising and brand advertising from both the focal supplier and the competitors. Using a split-hazard approach, the authors determine the effects of the considered marketing communications on adoption timing, accounting for a significant part of the customer base that never adopts the new e-service. They analyze individual adoption behavior with a sample of 6000 customers of a Dutch telecommunications operator over 25 months. The empirical results show that service advertising shortens the time to adoption, even when it is initiated by competitors. Furthermore, an exploratory analysis of the interaction effects between relationship characteristics and marketing efforts suggests that certain mass marketing efforts have a greater effect on loyal customers.

Overview

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Integrity signals

Registry

Crossref · 10.1509/jmkg.71.2.169

Cites

6 of 6 references verified0 citation errors · 0 not checkable

Statistics

Verification

Claims the paper makes

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

The self-check needs the paper’s full text.

Citations

Cites

Show all 6 references

Research works printed but not linked: 62

  1. 10.2307/270718 · DOI · Paper page
  2. 10.1177/1094670502005001003 · DOI · Paper page
  3. Arts Joep W.C., 2005, “What Really Drives Innovation Adoption? A Meta-Analysis on the Antecedents of Intentional Versus Actual Consumer Adoption Behavior,”
  4. 10.1177/002224378402100107 · DOI
  5. Bagozzi Rick P., 1999, Advances in Consumer Research, 26, 218
  6. Bass Frank M., 2005, “A Dynamic Bayesian Model of Advertising Copy Effectiveness in the Telecommunications Sector,”
  7. 10.1287/mksc.13.3.203 · DOI · Paper page
  8. 10.1177/002224379903600203 · DOI · Paper page
  9. 10.1509/jmkg.2005.69.4.155 · DOI · Paper page
  10. 10.1177/002224379503200406 · DOI
  11. 10.1108/02635570010304806 · DOI · Paper page
  12. 10.1287/mnsc.44.11.1478 · DOI
  13. 10.1509/jmkr.40.4.492.19395 · DOI · Paper page
  14. 2004, The Economist, 372, 63
  15. 10.1509/jmkr.42.1.27.56885 · doi:10.1509/jmkr.42.1.27.56885
  16. Gatignon Hubert, 1991, Handbook of Consumer Behavior, 316
  17. 10.1287/mksc.16.3.256 · DOI · Paper page
  18. 10.1016/0166-4972(95)99328-D · DOI · Paper page
  19. 10.1287/mnsc.48.6.732.188 · DOI · Paper page
  20. 10.1177/1094670502005001004 · DOI
  21. 10.1177/1094670502238915 · DOI · Paper page
  22. 10.1287/mksc.2.1.1 · doi:10.1287/mksc.2.1.1
  23. 10.1177/0092070302238602 · DOI · Paper page
  24. 10.1287/mnsc.31.12.1569 · DOI · Paper page
  25. 10.1287/mnsc.1040.0256 · DOI
  26. 10.1177/1094670503254275 · DOI
  27. 10.1023/A:1008146709712 · doi:10.1023/a:1008146709712
  28. 10.1509/jmkr.37.2.269.18730 · DOI · Paper page
  29. 10.1287/mksc.14.3.G133 · DOI
  30. 10.1016/0040-1625(95)00225-1 · doi:10.1016/0040-1625(95)00225-1
  31. 10.1177/002224299305700303 · doi:10.1177/002224299305700303
  32. 10.1207/s15327663jcp0404_02 · DOI · Paper page
  33. 10.1509/jmkg.69.2.61.60759 · DOI · Paper page
  34. 10.1086/209326 · DOI · Paper page
  35. 10.1086/208655 · DOI
  36. 10.1509/jmkr.40.4.375.19385 · DOI · Paper page
  37. 10.1287/mksc.1040.0083 · DOI · Paper page
  38. 10.1509/jmkg.68.4.90.42734 · DOI
  39. 10.2307/2551549 · DOI · Paper page
  40. 10.1177/0092070302238601 · doi:10.1177/0092070302238601
  41. 10.1108/EUM0000000002542 · DOI · Paper page
  42. 10.1509/jmkg.67.1.77.18589 · DOI · Paper page
  43. Rogers Everett M., 1995, Diffusion of Innovations
  44. Rossiter John R., 1997, Advertising Communications & Promotion Management.
  45. 10.1287/mksc.1040.0107 · DOI · Paper page
  46. Rust Roland T., 2000, Driving Customer Equity.
  47. 10.1016/0304-4076(89)90034-1 · DOI · Paper page
  48. Schultz Don E., 1993, Integrated Marketing Communications.
  49. Sheth Jagdish N., 1981, Research in Marketing, 4, 273
  50. 10.1287/mksc.1040.0060 · DOI
  51. 10.1287/mnsc.33.4.451 · doi:10.1287/mnsc.33.4.451
  52. 10.1177/002224379202900110 · DOI
  53. 10.1016/S0167-8116(02)00063-0 · DOI · Paper page
  54. 10.1086/378615 · DOI · Paper page
  55. 10.1177/002224299906300204 · doi:10.1177/002224299906300204 · Paper page
  56. 10.1016/S0166-4972(98)00030-3 · DOI · Paper page
  57. 10.1287/mksc.22.2.188.16041 · DOI
  58. 10.1016/S0014-2921(01)00219-7 · doi:10.1016/s0014-2921(01)00219-7
  59. Van den Bulte Christophe, 2001, “Two-Stage Partial Observability Models of Innovation Adoption,”
  60. 10.1509/jmkg.67.4.30.18685 · DOI · Paper page
  61. 10.1016/S0022-4359(01)00052-5 · DOI · Paper page
  62. 10.1177/0092070302303002 · DOI · Paper page

Cited by

See all 169

Metadata

Authors
Prins, R., & Verhoef, P. C.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
2007-04
Volume
71
Issue
2
Pages
169-183
ISSN
  • 0022-2429
  • 1547-7185
DOI
10.1509/jmkg.71.2.169
OpenAlex
W3123457844
Cited by
169
References
6
FWCI
10.49
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

How to cite

Cite CoChat for the checks on this page, and the paper for its own findings.

This page
CoChat. (2026). Citation check: Marketing Communication Drivers of Adoption Timing of a New E-Service among Existing Customers. https://app.cochat.ai/papers/10.1509/jmkg.71.2.169
The paper
Prins, R., & Verhoef, P. C. (2007). Marketing Communication Drivers of Adoption Timing of a New E-Service among Existing Customers. Journal of Marketing. https://doi.org/10.1509/jmkg.71.2.169

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.