Information sources in making business to business purchase decisions for integrated solutions
Ejaz, Umair (2016)
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Lataukset:
2016
Master's Degree Programme in Business and Technology
Talouden ja rakentamisen tiedekunta - Faculty of Business and Built Environment
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Hyväksymispäivämäärä
2016-10-05
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:tty-201609214526
https://urn.fi/URN:NBN:fi:tty-201609214526
Tiivistelmä
The study is need based analysis of customer purchase behavior focusing on information sourcing for purchase, reaction to guided selling and how they will perceive online configuration, pricing and quotation (CPQ) system for investment good (investment good i.e. construction machinery). The case study is Finnish Construction Company providing construction machinery in Business to business markets. It is certain that every company has different structure and roles defined for the teams with respect to investment decisions, yet understanding the general system or approach was the main purpose of the tasks in pre-study of Scan-CPQ. In addition, another target was to recognize the information sources that had significant impact towards investment decisions in construction industry.
The data was collected in a systematic manner, questionnaires and structured interviews were used for data collection allowing the researcher to gather utmost possible information from the respondent. The literature review aimed to understand the penetration of digitalization in business processes and shift in business to business dealing using e-commerce.
The study shows that digitalization has played its part in the overall business process, but in focus to the construction industry there is still room for more integration of communication channels and involvement of social media. The results show that while making investment decisions the companies stick to the traditional approaches of making purchase decisions. Due to the involvement of high capital in such items the use of technology may be limited to sourcing of information, as the literature points towards the lack of trust on information provided on online sources, to be the reason. CPQ is a new dimension and according to the limited knowledge gained from the study, it may be said that companies see it as a viable option but making decisions based on the system will still take some time.
The data was collected in a systematic manner, questionnaires and structured interviews were used for data collection allowing the researcher to gather utmost possible information from the respondent. The literature review aimed to understand the penetration of digitalization in business processes and shift in business to business dealing using e-commerce.
The study shows that digitalization has played its part in the overall business process, but in focus to the construction industry there is still room for more integration of communication channels and involvement of social media. The results show that while making investment decisions the companies stick to the traditional approaches of making purchase decisions. Due to the involvement of high capital in such items the use of technology may be limited to sourcing of information, as the literature points towards the lack of trust on information provided on online sources, to be the reason. CPQ is a new dimension and according to the limited knowledge gained from the study, it may be said that companies see it as a viable option but making decisions based on the system will still take some time.