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[{"key": "dc.contributor.advisor", "value": "Karjaluoto, Heikki", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Kuorelahti, Topi", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2018-06-29T05:26:12Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2018-06-29T05:26:12Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2018", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/58780", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Teknologiset innovaatiot ja niiden my\u00f6t\u00e4 muuttuva liiketoimintaymp\u00e4rist\u00f6 ovat johtaneet siihen, ett\u00e4 erilaisten digitaalisten toimintatapojen ja ty\u00f6kalujen k\u00e4ytt\u00f6 erityisesti yritysten v\u00e4lisill\u00e4 (Business-to-Business, B2B) markkinoilla on viime vuosina kasvattanut merkityst\u00e4\u00e4n. T\u00e4m\u00e4 on n\u00e4kynyt muun muassa ohjelmistoalalla, sill\u00e4 ohjelmistojen kysynt\u00e4 B2B-yritysten keskuudessa on kasvanut merkitt\u00e4v\u00e4sti. Vaikka ohjelmistojen merkitt\u00e4v\u00e4 rooli nykyp\u00e4iv\u00e4n B2B-yrityksille on yleisesti tunnistettu, on ohjelmistoihin keskittyv\u00e4\u00e4 ostoprosessia ja siihen liittyvi\u00e4 tekij\u00f6it\u00e4 tutkittu hyvin rajallisesti.\nT\u00e4m\u00e4n tutkimuksen tavoitteena on laajentaa ymm\u00e4rryst\u00e4 B2B-yritysten ohjelmistojen ostoprosessiin liittyen. Tutkimuksessa k\u00e4sitell\u00e4\u00e4n ohjelmistojen ostoprosessia erityisesti kolmesta keskeisest\u00e4 n\u00e4k\u00f6kulmasta: 1) ostoprosessin muodostuminen, 2) henkil\u00f6t ketk\u00e4 osallistuvat ostoprosessiin, sek\u00e4 3) ostoprosessin muodostumiseen ja osallistuviin henkil\u00f6ihin vaikuttavat tekij\u00e4t. Koska n\u00e4m\u00e4 n\u00e4k\u00f6kulmat liittyv\u00e4t olennaisesti organisaatioiden ostoprosessiin, on organisaatioiden ostok\u00e4ytt\u00e4ytyminen toinen t\u00e4m\u00e4n tutkimuksen teoreettisen viitekehyksen p\u00e4\u00e4teemoista. Toinen p\u00e4\u00e4teemoista, ohjelmistojen ostoprosessi, syvent\u00e4\u00e4 yleiseen organisaation ostoprosessiin liittyv\u00e4\u00e4 kirjallisuutta l\u00e4hemm\u00e4ksi t\u00e4m\u00e4n tutkimuksen kontekstia.\nTutkimus toteutettiin laadullisena tapaustutkimuksena, jossa case-yrityksen\u00e4 toimi suomalainen tietotekniikka-alan yritys. Tutkimuksessa keskityttiin case-yrityksen kahdeksaan potentiaaliseen asiakkaaseen, joilta pyrittiin ker\u00e4\u00e4m\u00e4\u00e4n tietoa ohjelmistojen ostoprosessiin liittyen. Aineistonkeruu suoritettiin haastattelemalla, jonka j\u00e4lkeen ker\u00e4tty aineisto analysointiin tutkimuksen teeman valossa. Tutkimustulokset osoittavat, ett\u00e4 ohjelmistojen ostoprosessi on tarkoin m\u00e4\u00e4ritelty prosessi, joka sis\u00e4lt\u00e4\u00e4 joukon per\u00e4kk\u00e4isi\u00e4 vaiheita. Liikkeenjohdollisesta n\u00e4k\u00f6kulmasta tutkimustulokset korostavat ostoprosessin alkuvaiheen merkityst\u00e4, joihin ohjelmistoja tarjoavien yritysten kannattaa keskitty\u00e4. Tulokset osoittavat my\u00f6s, ett\u00e4 ohjelmistoihin keskittyviss\u00e4 ostoprosesseissa projektista vastaavat henkil\u00f6t muodostavat tyypillisesti projektitiimin. T\u00e4rkeimm\u00e4t ostoprosessiin ja siihen osallistuviin henkil\u00f6ihin vaikuttavat tekij\u00e4t puolestaan liittyv\u00e4t yritysten toimintaymp\u00e4rist\u00f6\u00f6n, ihmissuhteisiin tai organisaationaalisiin tekij\u00f6ihin.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Due to new developing technologies and the changing business environment, the role of different digital tools among industrial markets has been rapidly increasing. One of the most rapidly developing sectors has been the growing usage of different kinds of software among Business-to-Business (B2B) companies. Despite the importance of the software for today\u2019s B2B companies, the topic of software acquisition process has remained as a marginally research sector within business studies.\nThe aim of this research is to increase the understanding of software acquisition process within industrial companies. The main focus of this study is on three aspects: The formation of the software acquisition process itself, the buying center, referring to the people participating in the software acquisition process, and the factors that have an effect on the software acquisition process and the buying center. These aspects are reviewed during the literature review which is based on studies focusing on the two main concepts of this research: Organizational Buying Behavior (OBB), and software acquisition process.\nThis study was carried out as a qualitative case study focusing on one Finnish IT Service Provider and their potential customers (prospects). The data was gathered by utilizing semi-structured interviews conducted within the eight identified potential customers and the data was analyzed in the light of the content of this research. The results of the study reveal that the software acquisition process, among prospects of this study, is considered a well-defined process including a set of sequential stages. Based on the results, a 11-stage model for the different stages of software acquisition is presented. On the managerial side, the beginning of the buying process was considered crucial by the prospects, which suggest the importance for IT service providers to focus on those stages during their marketing actions. Within software acquisitions, the buying center tends to form from a specific project team which is supported by previous literature. Finally, the most important factors affecting the acquisition process and the buying center are typically related to environmental, interpersonal or organizational aspects of the company.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Riitta Pitk\u00e4nen (rpitkane@jyu.fi) on 2018-06-29T05:26:12Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2018-06-29T05:26:12Z (GMT). No. of bitstreams: 0\n Previous issue date: 2018", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "77", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "organizational buying behavior", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "software acquisition process", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "buying center", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "factors affecting organizational buying behavior", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers", "language": "", "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201806293406", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Business and Economics", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "yvv.contractresearch.collaborator", "value": "business", "language": "", "element": "contractresearch", "qualifier": "collaborator", "schema": "yvv"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "ostot", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "ohjelmistot", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "ostok\u00e4ytt\u00e4ytyminen", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "organisaatiot (j\u00e4rjestelm\u00e4t)", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "purchases", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "repertoires", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "buying behaviour", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "organisations (systems)", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}]
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