The Influence of Persuasion, Training, and Experience on User Perceptions and Acceptance of IT Innovation

Information technology (IT) cannot produce any positive outcome unless it is adopted and used. Theories and empirical research suggest that IT adoption and usage are determined by user beliefs and attitudes toward IT. However, little is known about what factors affect the formation and change over time of user beliefs and attitudes. It is critical to understand such factors so that effective managerial interventions can be created and implemented to positively influence user acceptance and use of IT innovations. Based on theories of innovation diffusion, information technology adoption, and persuasion, this study investigates the effect of persuasion, training, and direct-use experience on the formation and change over time of user perceptions and adoption decisions of IT innovation. The results of a longitudinal experimental study show that persuasion significantly affects the formation of users’ initial perceptions, attitude toward, and intention to adopt IT. Training provided in the introduction stage of IT innovation helps the user form a more realistic expectation. As users’ direct-use experience with IT innovation increases over time, their perceptions and adoption intentions change substantially. The results suggest that persuasion, training, and direct-use experience are important variables that need to be considered in IT innovation and adoption research and practice