A model proposal for adoption and acception of innovation in industrial markets (a practise in Smes which function in the Ostim machine production industry)

The scope of the study is to examine the variables affecting the potential purchasers in the industrial markets to adopt the innovations and the marketing strategies applied by the firms developing the innovations. Within the framework of this basic scope, to determine the adoption of the innovations in industrial markets and to determine the variables related to this adoption as well as to examine the validity of these variables were determined, hence a model has been developed and the questionnaire related to this model developed has been applied to the enterprises in Ankara OSTiM (Middle East Trade and Industry Center) functioning in machinery manufacturing industry. According to the findings achieved, it is found out that the characteristics of the firms adopting the innovation (characteristics of the innovation and the information process, access to communication network and competitive environment) have certain impacts on the adoption level of the innovation. In addition, a reverse relationship has been determined between the adoption level of the firms and the centralization characteristics of the firms adopting the innovation. Moreover, no relation has been determined between the innovation adoption level and innovation development process. Furthermore, a relation has been found between the advertisements done related to the innovation and the information provided in the fairs among the marketing strategies of the innovative firms, and the innovation adoption level. On the other hand, no relation has been found between the innovation adoption level of the firms who have already adopted the innovation and put it into practice in the market and the innovation development level. Finally, a relation has been determined between providing information to the purchasers via letters, catalogs and e-mails comprising the information about the innovation by only the sales staff among the marketing strategies of the firms who have adopted and put it into practice in the market and the innovation adoption level.