This study examined older adults' motivation to adopt technological innovation. Sixty-eight older e-mail users and nonusers discussed the use of e-mail and of traditional communication methods in 18 focus groups. The results show older adults' benefit-driven approach to new communication technology. Regardless of whether their decision about the new technology was positive or negative and irrespective of their e-mail experience, participants focused on benefits rather than costs. For traditional media, both costs and benefits were important. Results contradict the common belief that barriers such as usability problems determine whether older people use new technology and indicate the decisive role of perceived benefits for successful innovation.