Drivers of B2B Software Purchase Decisions

Authors:
Claudia Loebbecke;Thomas Weiss;Philip Powell;Christin Krooss
Affiliations:
Dept. of Business, Media and Technology Management, University of Cologne;Dept. of Business, Media and Technology Management, University of Cologne;Birkbeck College, University of London;Dept. of Business, Media and Technology Management, University of Cologne
Venue:
Proceedings of the 2010 conference on Bridging the Socio-technical Gap in Decision Support Systems: Challenges for the Next Decade
Year:
2010

Citing 11
Cited 0

The use of decision criteria in selecting information systems/technology investments

MIS Quarterly
Drivers of customer satisfaction for software products: implications for design and service support

Management Science
Reputation systems

Communications of the ACM
Customer Referral Management: Optimal Reward Programs

Marketing Science
The Effects of Process Characteristics on the Value of B2B E-Procurement

Information Technology and Management
How Effective Are Electronic Reputation Mechanisms? An Experimental Investigation

Management Science
Reputation Mechanism Design in Online Trading Environments with Pure Moral Hazard

Information Systems Research
Internet Exchanges for Used Books: An Empirical Analysis of Product Cannibalization and Welfare Impact

Information Systems Research
Business Models for Internet-Based B2B Electronic Markets

International Journal of Electronic Commerce
Does Competition Promote Trust and Trustworthiness in Online Trading? An Experimental Study

Journal of Management Information Systems
Understanding and predicting electronic commerce adoption: an extension of the theory of planned behavior

MIS Quarterly

Quantified Score

Hi-index	0.00

Visualization

Abstract

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.