What is behind a software acquisition process? empirical case study focusing on Finnish IT Service Provider and its potential customers

Teknologiset innovaatiot ja niiden myötä muuttuva liiketoimintaympäristö ovat johtaneet siihen, että erilaisten digitaalisten toimintatapojen ja työkalujen käyttö erityisesti yritysten välisillä (Business-to-Business, B2B) markkinoilla on viime vuosina kasvattanut merkitystään. Tämä on näkynyt muun...

Full description

Bibliographic Details
Main Author: Kuorelahti, Topi
Other Authors: Kauppakorkeakoulu, School of Business and Economics, Taloustieteet, Business and Economics, Jyväskylän yliopisto, University of Jyväskylä
Format: Master's thesis
Language:eng
Published: 2018
Subjects:
Online Access: https://jyx.jyu.fi/handle/123456789/58780
_version_ 1826225764123541504
author Kuorelahti, Topi
author2 Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä
author_facet Kuorelahti, Topi Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä Kuorelahti, Topi Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä
author_sort Kuorelahti, Topi
datasource_str_mv jyx
description Teknologiset innovaatiot ja niiden myötä muuttuva liiketoimintaympäristö ovat johtaneet siihen, että erilaisten digitaalisten toimintatapojen ja työkalujen käyttö erityisesti yritysten välisillä (Business-to-Business, B2B) markkinoilla on viime vuosina kasvattanut merkitystään. Tämä on näkynyt muun muassa ohjelmistoalalla, sillä ohjelmistojen kysyntä B2B-yritysten keskuudessa on kasvanut merkittävästi. Vaikka ohjelmistojen merkittävä rooli nykypäivän B2B-yrityksille on yleisesti tunnistettu, on ohjelmistoihin keskittyvää ostoprosessia ja siihen liittyviä tekijöitä tutkittu hyvin rajallisesti. Tämän tutkimuksen tavoitteena on laajentaa ymmärrystä B2B-yritysten ohjelmistojen ostoprosessiin liittyen. Tutkimuksessa käsitellään ohjelmistojen ostoprosessia erityisesti kolmesta keskeisestä näkökulmasta: 1) ostoprosessin muodostuminen, 2) henkilöt ketkä osallistuvat ostoprosessiin, sekä 3) ostoprosessin muodostumiseen ja osallistuviin henkilöihin vaikuttavat tekijät. Koska nämä näkökulmat liittyvät olennaisesti organisaatioiden ostoprosessiin, on organisaatioiden ostokäyttäytyminen toinen tämän tutkimuksen teoreettisen viitekehyksen pääteemoista. Toinen pääteemoista, ohjelmistojen ostoprosessi, syventää yleiseen organisaation ostoprosessiin liittyvää kirjallisuutta lähemmäksi tämän tutkimuksen kontekstia. Tutkimus toteutettiin laadullisena tapaustutkimuksena, jossa case-yrityksenä toimi suomalainen tietotekniikka-alan yritys. Tutkimuksessa keskityttiin case-yrityksen kahdeksaan potentiaaliseen asiakkaaseen, joilta pyrittiin keräämään tietoa ohjelmistojen ostoprosessiin liittyen. Aineistonkeruu suoritettiin haastattelemalla, jonka jälkeen kerätty aineisto analysointiin tutkimuksen teeman valossa. Tutkimustulokset osoittavat, että ohjelmistojen ostoprosessi on tarkoin määritelty prosessi, joka sisältää joukon peräkkäisiä vaiheita. Liikkeenjohdollisesta näkökulmasta tutkimustulokset korostavat ostoprosessin alkuvaiheen merkitystä, joihin ohjelmistoja tarjoavien yritysten kannattaa keskittyä. Tulokset osoittavat myös, että ohjelmistoihin keskittyvissä ostoprosesseissa projektista vastaavat henkilöt muodostavat tyypillisesti projektitiimin. Tärkeimmät ostoprosessiin ja siihen osallistuviin henkilöihin vaikuttavat tekijät puolestaan liittyvät yritysten toimintaympäristöön, ihmissuhteisiin tai organisaationaalisiin tekijöihin. 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’s B2B companies, the topic of software acquisition process has remained as a marginally research sector within business studies. The 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. This 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.
first_indexed 2024-09-11T08:51:29Z
format Pro gradu
free_online_boolean 1
fullrecord [{"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"}]
id jyx.123456789_58780
language eng
last_indexed 2025-02-18T10:56:39Z
main_date 2018-01-01T00:00:00Z
main_date_str 2018
online_boolean 1
online_urls_str_mv {"url":"https:\/\/jyx.jyu.fi\/bitstreams\/f3d69ee6-5742-4bd3-882e-79fc1f2b40c7\/download","text":"URN:NBN:fi:jyu-201806293406.pdf","source":"jyx","mediaType":"application\/pdf"}
publishDate 2018
record_format qdc
source_str_mv jyx
spellingShingle Kuorelahti, Topi What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers organizational buying behavior software acquisition process buying center factors affecting organizational buying behavior Markkinointi Marketing 20423 ostot ohjelmistot ostokäyttäytyminen organisaatiot (järjestelmät) purchases repertoires buying behaviour organisations (systems)
title What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers
title_full What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers
title_fullStr What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers
title_full_unstemmed What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers
title_short What is behind a software acquisition process?
title_sort what is behind a software acquisition process empirical case study focusing on finnish it service provider and its potential customers
title_sub empirical case study focusing on Finnish IT Service Provider and its potential customers
title_txtP What is behind a software acquisition process? : empirical case study focusing on Finnish IT Service Provider and its potential customers
topic organizational buying behavior software acquisition process buying center factors affecting organizational buying behavior Markkinointi Marketing 20423 ostot ohjelmistot ostokäyttäytyminen organisaatiot (järjestelmät) purchases repertoires buying behaviour organisations (systems)
topic_facet 20423 Marketing Markkinointi buying behaviour buying center factors affecting organizational buying behavior ohjelmistot organisaatiot (järjestelmät) organisations (systems) organizational buying behavior ostokäyttäytyminen ostot purchases repertoires software acquisition process
url https://jyx.jyu.fi/handle/123456789/58780 http://www.urn.fi/URN:NBN:fi:jyu-201806293406
work_keys_str_mv AT kuorelahtitopi whatisbehindasoftwareacquisitionprocessempiricalcasestudyfocusingonfinnishitservi