Information and Management
Organization context and information systems success: a contingency approach
Journal of Management Information Systems
Diffusion in computing networks: the case of BITNET
Communications of the ACM
Strategic management in information technology
Strategic management in information technology
Determinants of information technology outsourcing: a cross-sectional analysis
Journal of Management Information Systems
Information centers as organizational innovation: exploring the correlates of implementation success
Journal of Management Information Systems
Software Project Management: Readings and Cases
Software Project Management: Readings and Cases
Implementation: The Key to Successful Information Systems
Implementation: The Key to Successful Information Systems
Dynamic price elasticity and the diffusion of mainframe computing
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Critical IS professional activities and skills/knowledge: A perspective of IS managers
Computers in Human Behavior
Consumer E-Tailer Choice Strategies at On-Line Shopping Comparison Sites
International Journal of Electronic Commerce
Consumer selection of E-commerce websites in a B2C environment: a discrete decision choice model
IEEE Transactions on Systems, Man, and Cybernetics, Part A: Systems and Humans
The analysis of online social networking: how technology is changing e-commerce purchasing decision
International Journal of Information Systems and Change Management
Impact of network effects and diffusion channels on home computer adoption
Decision Support Systems
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Despite the important role of vendors in the IT procurement process, very few studies have considered vendor characteristics and their effects on the decision outcome of IT managers. In this paper,we present a discrete choice model to examine the effects of vendor characteristics on the purchase decisions of IT managers. Our intent is to empirically assess the effects of product variety, brand name, average price, and network externalities in the selection of computer vendors. To ensure that the effects are not technology-dependent, we deliberately use long time series data to calibrate the model.Annual data at the vendor level from 1965 to 1993 is used to infer the choice criteria of IT managers in three computer categories: mainframe, minis, and small systems. Our empirical findings indicate that a broader product line and a strong brand can effectively enhance the choice probability of a vendor. Implications of these findings and possible extensions are also discussed.