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  • 1.  Technology Adoption Models

    Posted 04-08-2000 11:37
    Some months ago, someone posted a message about faculty resistance to
    technology, and I demurred. The original poster asked me for models, but
    they took a while to formulate.

    I. Traditional Technology Adoption Model (Push model)

    1. A central committee of IT professionals from the University IT department
    investigates all pedagogical technologies. Members of the committee go to
    the trade fairs associated with conferences for university IT personnel,
    where they see demonstrations of various technologies intended to facilitate
    and support pedagogy. (Note 1.)

    2. They evaluate these technologies, then select, purchase, and install
    those technologies most appropriate to the faculty, students, and curriculum
    at their institution. (Note 2).

    3. The committee sends members of the professional IT training team to the
    vendor's training to learn how to most effectively use the software. These
    professional trainers then offer mini-courses in use of the technology to
    faculty and students.

    4. Faculty, having no idea what, if anything, these technologies might have
    to do with their courses, seeing a substantial investment in time just to
    find out, and perceiving a remote possibility of any payoff, avoid the
    technologies. From a pedagogical perspective, the investment is usually
    completely wasted. Adoption by 5% of the faculty is considered a major
    success.

    5. The technologies, looking like they've just been acquired and removed
    from the original packaging (even years later) are available for
    demonstrations to parents and other stakeholders and bill-payers, who see
    evidence of recent technology acquisition indicating that the University is
    really "staying abreast of the latest technology." From a marketing
    perspective, the investment has been a complete success.

    (Note 1.) In its purest form, faculty and other end-users are absolutely
    prohibited from having any input into the committee's decisions, since they
    lack the IT expertise necessary to provide any useful input. Faculty
    suggestions are normally filed in the appropriate "round filing cabinet."
    Faculty who make repeated requests that cannot be ignored have their
    supervisors notified, with a request from the central IT committee that this
    annoying and unprofessional behavior on the part of the faculty member be
    stopped.

    (Note 2.) The technologies demonstrated to the IT professionals are
    particularly strong in the areas of security, ease of administration and
    maintenance, and come with flashy demos, suitable for showing to visitors to
    the University. The vendor's sales reps also provide iron-clad assurances
    that these technologies have been fully tested and have received the highest
    ratings for their pedagogical effectiveness, so there is absolutely no need
    why the IT professionals need any training in the subject areas where these
    technologies will be used, or any classroom experience in order to make
    their evaluations.

    Advantages:

    1. Cheapest approach to technology acquisition. Guaranteed to stay not just
    within the university's technology acquisition budget, but also within the
    budget for administration, maintenance, and support of technology.

    2. Economies of scale as to purchase, administration, and support. Other
    economies of support accrue since the technology doesn't suffer from
    overuse.

    3. Enthusiastic buy-in of administration, support, and training personnel.

    4. Excellent marketing tools for parents and other stakeholders and
    bill-payers.

    Disadvantages:

    1. 95%-100% waste of investment from pedagogical/faculty perspective.

    Overall Assessment: +3

    The model works very well in cultures where the faculty don't want any
    technology, don't think technology has a place in the classroom, and like a
    model that doesn't take any of their time or too much of the university's
    resources.

    Where some of the faculty want to use technology in the classroom, and want
    to have input into the selection of that technology, the above model in its
    purest form may anger those faculty; however, in the cultures which adopt
    such a model, such anger is not really considered a problem, so it isn't
    listed as a disadvantage to the model.

    On the other hand, there are some university cultures where this is a
    problem. In these cultures, the above model might not be entire appropriate.



    I-A. Modifications to the basic push model:

    The simplest modification is to allow a few faculty and other end users to
    sit on the technology evaluation committee as voting members, and to
    convince faculty and end-users that their suggestions to the committee are
    given full consideration. If these non-IT members are carefully chosen, and
    if the committee publicizes that all technology reviewed and adopted by the
    committee is based on suggestions by faculty members, the faculty may be
    mollified without endangering the basic control model.

    In extreme cases, some committees may even accept a few minor suggestions
    for technology additions from the faculty and other end-users.



    II. Alternative Model (Pull Model)

    1. In its extreme form, each faculty member gets a budget for pedagogical
    technology. Faculty members may spend their budgets on technology as they
    like, and may combine their budgets for high-cost items which will be used
    by multiple faculty members.

    2. Faculty members view and evaluate the technology they see at the trade
    fairs associated with the academic conferences in their disciplines. (Note
    3.)

    3. Faculty members use their budgets to acquire technology and send
    themselves to training. (Note 4.)

    4. They try to integrate this technology into their teaching, and, if it
    works, they keep using it.

    (Note 3.) I have only seen this model in its pure form at Rochester
    University. Other universities I have seen may decentralize the technology
    budget to some extent, but not down to the individual faculty level. Hence,
    there is a complete spectrum between the pure push model and the pure pull
    model.

    The simplest metric for this spectrum is the probability that faculty
    requests for specific new technologies will be approved. If there is 0%
    chance of the request being approved, the institution is clearly in either
    the Push Model or the No Technology Here Model. If there is a 100% chance of
    approval, the institution is clearly in the Pull Model. Most institutions
    will fall somewhere in between.

    (Note 4.) Faculty tend not to consider security, maintenance, or
    administration issues at all in their evaluations, unless the institution
    makes it clear that they will be responsible for somehow obtaining
    maintenance and administration of the technology they acquire. Life can
    really get interesting in a mixed model where faculty are allowed to obtain
    new technology, but are prohibited from engaging in administrative or
    maintenance tasks. If the IT support group doesn't buy-in, the technology
    may sit in the box unopened, or may be only partially installed (e.g., with
    no student accounts created, or with the server installed, but no clients
    available to students) and thus rendered unusable. I have personally seen
    this happen at one university and one military research lab.

    Advantages:

    1. Faculty and other end-users are much more likely to use the technology
    effectively than with the Push Model. This model tends to offer better
    overall pedagogy. Students get exposed to new technologies appropriate to
    their discipline selected by someone familiar with the discipline, and
    familiar with the classroom environment.

    Disadvantages.

    1. Faculty and other end-users have no expertise in the evaluation of
    technology. Often, they will try to adopt a technology because it looks good
    at the technology fair, then find that doesn't really augment their teaching
    when they get it into the classroom.

    2. No economies of scale as to purchasing, maintenance, training, or
    support. While it is not difficult, under this model, to ensure that the
    purchasing budget is not exceeded, the maintenance, training, and support
    costs for the resultant heterogeneous salmagundi of technology will be both
    excessive and, even worse from a management perspective, totally
    unpredictable.

    3. There is often nothing impressive to show parents, stakeholders and other
    bill-payers unless the individual faculty member is present, and probably
    not even then, since the sorts of things that are effective in the
    day-to-day teaching environment are often not very impressive in a purely
    demo mode. Thus it may be hard to justify the technology expenditures to the
    people who need to see the justification.

    Overall Assessment: -2


    III. Winner: Push Model.


    Corollary: The fact that faculty refuse to use technology under the Push
    Model should be seen as an advantage, rather than a problem, since it saves
    wear and tear on the technology and reduces maintenance and support costs.


  • 2.  Technology Adoption Models

    Posted 04-08-2000 11:53
    Michael Wolfe has provided an invaluable analysis of the complex issues in
    adopting academic technology. I would add 1) reference to an excellent
    article to supplement Mike's perceptions;

    Academic technology and the Future of Higher Education by Paul Privateer
    Journal of Higher Ed, Jan., 1999

    and 2) the argument I have made at the AACSB meetings--including tomorrow's
    panel on e-business--that the profit sector is expediting the delivery of biz
    school content through "cyber faculty"--boundaries are falling and
    introspection may have to give way to strategic positioning issues for
    management ed programs. UNC's recent alliance with University Access is a
    significant step. Biz school faculty may be an endangered species.

    Chuck Morrissey
    Pepperdine


  • 3.  Technology Adoption Models

    Posted 04-09-2000 15:06
    Colleagues,

    Michael Wolfe detailed two modes for technology adoption in university
    environments. It is interesting to note that "push" and "pull" are also
    strategies for marketing products into marketplaces.

    If commercial marketing did either push or pull with the style of
    academicians, capitalism would die a painful death.

    Both push and pull are strategies for creating or enabling change. Focus on
    the technology misses the point. Technology is just a tool. Just as the
    university administration is a tool, and for that matter the university
    itself. We tend to become so involved with our tools that we mistake them
    for life.

    To make push work, the administration must help the "market" to see the
    value of the change. That value is orders of magnitude higher than the sum
    of the price of the technology, the training, the installation, and the
    overcoming of old habits. If not, don't try to push the technology.

    Value is the sum of benefits, and benefits are results of meeting needs. To
    prove value, discover the needs to be met.

    To make pull work, the academicians must help the administration to see the
    value of the change. This is not the same value, of course, because the
    administration has different needs than do the professors.

    I am constantly astounded that administrations of academic organizations
    don't go ask their marketing departments how to effect change. Of course,
    I'm also amazed at how few marketers see their job as being agents of
    change.

    Marketing is the world's best toolkit for envisioning, initiating, and
    managing change. Think about that next time you want to push or pull a
    change into a market.

    If you would like an article on marketing as a change system, please request
    off line. I'll send you a chapter of Marketing for Survival.

    Gary
    ----------------------------
    Dr. Gary Lundquist -- The Scientist-Marketer
    Author of: HOW TO DEVELOP "THE MARKETING TOUCH"
    The power of marketing to change companies and change lives
    Garyl@market-engineering.com
    Market Engineering International, Inc.
    The Bridge Between Science and Marketing
    www.market-engineering.com
    303-840-9929, FAX: 303-841-6636
    12006 N. Antelope Trail, Parker, CO 80138, USA


  • 4.  Technology Adoption Models

    Posted 04-09-2000 23:32
    >Focus on the technology misses the point.

    I'm afraid it is Dr. Lundquist who completely misses the point I was trying
    to make.

    I was looking at the insertion of technology into an organization,
    specifically, pedagogical technology inserted into the University
    environment. Technology insertion is orthogonal to organizational change.
    Sometimes, the technology inserted has little or no impact on processes, and
    results in no change, or it may engender a major re-engineering of the
    organizational processes; conversely, major change is possible with no new
    technology.

    I simply described two extreme models for this insertion:

    a) when the insertion is determined by a central group of technologists who,
    by grace of their vast technological expertise (e.g., to quote Doonsbury,
    "the mauve database engines are more powerful" or, to quote a real example,
    that the Oracle database engine is the world leader in ERP software) know
    what technology will be best for the problems faced by users (push); or

    b) the insertion is at the request of users who find some technology that
    they believe addresses the problems they face (pull).

    My conclusion was the rather pessimistic one that the push model will
    dominate in most organizations, and that the technology so inserted will
    receive very limited acceptance, partly because the technology will often
    prove inappropriate to the users' actual situations, and partly because
    users will resist having it pushed upon them when even when it is
    efficacious.

    It is true that the push and pull models can be used with organizational
    changes, but that was outside the scope of what I was trying to do.


  • 5.  Technology Adoption Models

    Posted 04-10-2000 11:49
    Colleagues,

    Michael notes that, "I'm afraid it is Dr. Lundquist who completely misses
    the point I was trying to make."

    Ain't it wonderful when minor differences in language and perspective
    illuminate core ideas from different directions, making them more visible.

    I should have begun my last commentary with applause for Michael's work.
    Your description of technology insertion was right on. Well stated. I
    agree.

    The problem is with the implementation in either case. Management and/or
    administration tools simply are not effective in creating change.
    Technology insertion is change, though just one of a multitude of kinds of
    change that might occur. With every introduction of new technology, you are
    asking people to learn, adopt, abandon, integrate, and look forward. That
    is change.

    Otherwise, insertion of new technology is just installation.

    You won't settle for that. You don't want unopened boxes. You want the
    technology used for all of the reasons that an administration believed the
    technology should be used.

    So we can expand our understanding of change to include tools, processes,
    organization, leadership, market influences, customer (student) preferences,
    economic pressures, political actions, and on and on. Whether the change
    seems small or huge, the same fundamental issues always arise.

    My approach is this:
    Consider the change to be a "product." Develop a strategic identity for
    the "product" and choose specific marketing strategies for "selling" the
    "product" to those who must change.
    In particular, define the value of the "product" to those who will "buy
    into" it, then make sure that value is visible and clearly understood.
    Expect that "market penetration" will take time.
    Figure that "early adopters" will gladly "buy" the "product" and plan to
    leverage their enthusiasm in communications to "late adopters".
    Consider the change effort to be a process requiring consistent pressure
    of communications and incentives over time.
    Accept the fact that some percentage of the market simply won't change.

    To lead and manage change, we need to add the tools of strategic, product,
    and tactical marketing to management and administration.

    Marketing tools work because they link the change to customer needs. Needs
    drive every market and every change. The pushers and pullers of the world
    understand their own perspectives of needs. They now must find ways to make
    those needs visible to others who will adopt a new technology, use a new
    process, or implement a change.

    Michael is right. I've changed the issue from technology insertion to
    change management. Yet think about it for a moment, and you'll realize that
    the issue is the change, and the technology is just a focus for change.

    Gary
    ----------------------------
    Dr. Gary Lundquist -- The Scientist-Marketer
    Author of: TECHNOLOGY AND THE AGENTS OF CHANGE
    The power of marketing to change companies and change lives
    Garyl@market-engineering.com
    Market Engineering International, Inc.
    The Bridge Between Science and Marketing
    www.market-engineering.com
    303-840-9929, FAX: 303-841-6636
    12006 N. Antelope Trail, Parker, CO 80138, USA


  • 6.  Technology Adoption Models

    Posted 04-11-2000 02:50
    Hi,

    Gary Lundqvist wrote:

    "Consider the change to be a "product." Develop a strategic identity for
    the "product" and choose specific marketing strategies for "selling" the
    "product" to those who must change."

    Gary Lundqvist's messages lead to ask: what change and why? Why should we
    take 'change' as a fundamental purpose and value in itself? In the context
    of technology investements in universities, this is odd indeed. At least
    for an academic who is among "those who must change". Technology
    investments carry with them particular agendas, and it does matter which
    agendas. In principle and in practice, 'changes' can also be stupid and
    harmful. Particular (academic) practices and cultures - and their diversity
    - may be worth preserving and defending (from normalizing technologies).
    'Change business' is another matter.

    Thank you Michael for the models.

    Keijo






    ********************************************************
    Keijo Räsänen
    Professor, Organization and Management
    Department of Management
    Helsinki School of Economics and Business Administration
    P.O. Box 1210, FIN-00101 Helsinki, Finland
    Fax +358-9-431 38 700
    Tel. +358-9-431 38 444
    E-mail 'krasanen@hkkk.fi'
    *********************************************************


  • 7.  Technology Adoption Models

    Posted 04-11-2000 06:36
    Keijo,

    Part of the challenge for universities is understanding their mission and
    role in contemporary society. The more universities act like business
    corporations, the more they adopt the discourse. Business in advanced,
    capitalist societies believe that growth (and change) is critical to their
    survival. Universities are hiring top management from for-profit and other
    non-profit sectors and these folks come in with the idea that universities
    must "change" in order to stay competitive. So we invest millions of dollars
    in "technology" because that's what corporations do to improve their chances.
    Actually, we invest in the trappings or tools related to technology and then
    struggle to fit them into our culture.

    Clive Muir

    On 4/11/00 2:51:19 AM EDT, krasanen@HKKK.FI writes:
    > Gary Lundqvist's messages lead to ask: what change and why? Why should we
    > take 'change' as a fundamental purpose and value in itself? In the context
    > of technology investments in universities, this is odd indeed. At least
    > for an academic who is among "those who must change". Technology
    > investments carry with them particular agendas, and it does matter which
    > agendas. In principle and in practice, 'changes' can also be stupid and
    > harmful. Particular (academic) practices and cultures - and their diversity
    > - may be worth preserving and defending (from normalizing technologies).
    > 'Change business' is another matter.
    >
    > Thank you Michael for the models.
    >
    > Keijo


  • 8.  Technology Adoption Models

    Posted 04-11-2000 11:23
    Colleagues,

    Keijo R�s�nen wrote, "Why should we take 'change' as a fundamental purpose
    and value in itself? In the context of technology investments in
    universities, this is odd indeed. At least
    for an academic who is among "those who must change". ... In principle and
    in practice, 'changes' can also be stupid and harmful. Particular (academic)
    practices and cultures - and their diversity - may be worth preserving and
    defending.

    Thanks Keijo. It's always hard to fully present a position in a few words,
    so feedback shows where to add more content.

    Here is my philosophy on change, from my book -- The Way of Change.
    Change happens. Everywhere. All of the time.
    The only way to manage change is with change.
    To stay in control of our lives (and our careers),
    we must continue to change.

    I admit that academia seems sheltered from a lot of change. Sometimes I
    long to return to a university life where the pace might be slower.

    But that's a myth. As bad as the myth that some time in the past was
    idyllic and worth returning to. First, there is no returning. Second, it
    wasn't all that great then anyway.

    Michael developed models for insertion of technologies. That is a change.
    Dealing with a changing world without those technologies will require some
    other change. We can't get around the fact of change unless we truly step
    out of society, and that would be a major change in itself.

    Change is the single most important factor facing society today. Education
    is the single best solution to surviving and thriving in change. If
    academia and academics resist change, their usefulness quickly dissipates.
    The job of education is to prepare us for life. For LIFE!

    Truths:
    The universe is designed for change.
    Every law of physics, chemistry, astronomy, cosmology,
    geology, and biology describe and enable change.
    Life is designed for change.
    Sentient, sapient life is accelerates change beyond what
    other natural forces can possibly achieve.
    Society is designed for change.
    Every fundamental principle of business demands change.
    (e.g., satisfy the customer. Customers change, needs
    change, products change, competitors change, and the
    meaning of "satisfaction" changes every day.)
    Every professional discipline is a process of change.
    Especially education
    Movement of knowledge, technology, and products
    is as important to our success as is creation of same.
    (e.g., publish or perish)
    Change agent skills are as important to our success
    as are our professional discipline skills.
    Change is not a choice. Repeat NOT a choice.
    Change will never, ever again be as slow as it is today.

    Change isn't a choice. Our only choice is how we deal with it. What I've
    suggested in past e-mails is that we consciously choose effective processes
    to smooth the changes we need to make.

    One reason why marketing is such a great change toolkit is that marketing
    defines the value of the change (product, service, education, ...) to those
    who will accept or reject the change. If no value exists (if the change is
    stupid), then marketing diagnoses it and won't attempt the change.

    Believe it or not, Keijo, preserving a way of life requires enormous change
    efforts in terms of protecting and sheltering. To accomplish that
    preservation, you will serve your purpose best by consciously choosing
    preservation (change) processes to achieve your goal.

    Best,

    Gary

    PS: The Way of Change and the items listed under "truths" are all
    copyrighted in my books, articles, speeches, and workshops. Indeed, some
    are trademarked. If you wish to use any of this language, please contact me
    for appropriate references. Thanks.

    ----------------------------
    Dr. Gary Lundquist -- The Scientist-Marketer
    Author of: TECHNOLOGY AND THE AGENTS OF CHANGE
    The power of marketing to change companies and change lives
    Garyl@market-engineering.com
    Market Engineering International, Inc.
    The Bridge Between Science and Marketing
    www.market-engineering.com
    303-840-9929, FAX: 303-841-6636
    12006 N. Antelope Trail, Parker, CO 80138, USA


  • 9.  Technology Adoption Models

    Posted 04-11-2000 14:20
    Clive Muir wrote on Tuesday, 11 April 2000 22:35
    Subject: Re: Technology Adoption Models


    >So we invest millions of dollars
    >in "technology" because that's what corporations do to improve their
    chances.
    >Actually, we invest in the trappings or tools related to technology and
    then
    >struggle to fit them into our culture.


    How true. Much of what is understood as "technology" is not actually
    technology-dependent but technology-enhanced (to paraphrase Gil Gordon).
    The key is to start from the people and what they want to do and then look
    for ways we can enhance it. Many things (including a great deal of
    'telework') NEED very little technology. Although they become EASIER with
    email and remote access solutions, this only becomes important once the
    'people' and 'management' issues are understood.

    This is the reason I define telework with no reference to technology at all
    ... a technology adoption model that doesn't require any mention of
    technology? A paradox perhaps but the only way to avoid the 'struggle' (and
    its consequences) mentioned by Clive?

    Regards,

    BEVIS ENGLAND
    Box 60-469, Titirangi, Auckland, New Zealand
    Ph: +64-9-811 8024 Fax: +64-9-811 8025 (or 8014)
    bevis@voyager.co.nz or bevis@telework.co.nz
    Web site: www.telework.co.nz
    "If we always do what we always did, we'll always get what we always got, if
    we're lucky". -- Dr Lyle Sussman