Drivers of B2B Software Purchase Decisions

9 years 6 months ago
Drivers of B2B Software Purchase Decisions
. Organizations are increasingly turning to large, enterprise-wide software systems as potential solutions to managing complex business-to-business (B2B) relationships. These systems become so embedded into the business that they are best understood as socio-technical. The procurement process for such systems needs to be better understood. The purchase decision is seen as being based upon information-related and feature-related drivers. This paper develops a model of software purchase decisions and investigates seven resulting hypotheses. Testing with a sample of customers from a major, global software supplier demonstrates that information-related drivers, customer references and expert network recommendations, and feature-related drivers, price performance, functionality, and sales team service, play a major role in B2B software purchase decisions. Keywords. B2B software purchase decisions, information-related decision drivers, software industry
Claudia Loebbecke, Thomas Weiss, Philip Powell, Ch
Added 04 Mar 2011
Updated 04 Mar 2011
Type Journal
Year 2010
Where IFIP
Authors Claudia Loebbecke, Thomas Weiss, Philip Powell, Christin Krooss
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