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IoT adoption in agriculture: the role of trust, perceived value and risk

Priyanka Jayashankar (Department of Management, Iowa State University, Ames, Iowa, USA)
Sree Nilakanta (Department of Supply Chain and Information Ssystems, Iowa State University, Ames, Iowa, USA)
Wesley J. Johnston (Department of Marketing, Georgia State University, Atlanta, Georgia, USA)
Pushpinder Gill (Department of Marketing, Iowa State University, Ames, Iowa, USA)
Reed Burres (Agriperil Insurance and Risk Management, Humboldt, Iowa, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 21 September 2018

Issue publication date: 4 October 2018




This paper aims to study the antecedents of Internet of Things (IoT) adoption among farmers and determine how trust in the technology influences its adoption when mediated by perceived value and risk. Through the conceptualization of trust and perceived risk, the authors factor in farmers’ perceptions of agricultural technology providers and discuss different forms of perceived value, spanning economic, green and epistemic value.


This paper develops a distinctive research design, drawing on elements of the value-based adoption and technology acceptance models. By linking different elements of perceived value with IoT technology, the authors also apply the service-dominant logic to this study. They study how trust affects perceived value and risk and then determine how perceived value and risk, in turn, affect IoT adoption. The authors test the hypotheses by developing a structural equation model to analyze the results of a survey, wherein 492 farmers from Iowa, the USA, participated.


The results show a positive relationship between trust and perceived value and a negative relationship between trust and perceived risk. Perceived value had a positive impact on IoT adoption, whereas perceived risk had a negative impact on IoT adoption.

Practical implications

The research findings on trust and perceived value and risk are timely and relevant for business-to-business (B2B) marketing practitioners and agricultural stakeholders, especially in an era where farmers are expressing growing concerns about data handling risk posed by IoT technology adoption.


The research findings signal a transition in focus from the goods-dominant logic to the service-dominant logic in agriculture, whereby farmers are drawn to IoT technology because of perceived economic, green and epistemic value and as a result, can differentiate themselves on how well they deploy operant resources. This paper not only provides a unique conceptualization of perceived value but also pave the way for a richer conceptualization of IoT core functions that enable farmers to fulfill green and epistemic goals. This is the first B2B marketing paper discussing the antecedents of IoT adoption in agriculture, such as farmers’ perceptions of both monetary and non-monetary forms of value and perceived data handling risk.



The authors would like to thank the Iowa State University PIIR group for funding this research, as well as the various farmers who participated in the survey. The authors also thank Dr Joe Colletti, Dr Manjit Mishra, Dr Asheesh Singh, Dr Carolyn Lawrence-Dill, Scott Zarecor, Dr Mark Rasmussen and Dr J. Arbuckle and the Iowa Farm Bureau Federation for their feedback and support.


Jayashankar, P., Nilakanta, S., Johnston, W.J., Gill, P. and Burres, R. (2018), "IoT adoption in agriculture: the role of trust, perceived value and risk", Journal of Business & Industrial Marketing, Vol. 33 No. 6, pp. 804-821.



Emerald Publishing Limited

Copyright © 2018, Emerald Publishing Limited

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