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

• Type: Journal
• Year: 2010
• Where: IFIP
• Authors: Claudia Loebbecke, Thomas Weiss, Philip Powell, Christin Krooss
• Keywords: B2B Software Purchase, IFIP 2010, Programming Languages, Purchase Decisions, Software Purchase Decisions