{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,2,22]],"date-time":"2025-02-22T05:27:07Z","timestamp":1740202027680,"version":"3.37.3"},"reference-count":0,"publisher":"IOS Press","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2010]]},"abstract":"<jats:p>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.<\/jats:p>","DOI":"10.3233\/978-1-60750-577-8-535","type":"book-chapter","created":{"date-parts":[[2025,2,21]],"date-time":"2025-02-21T10:26:53Z","timestamp":1740133613000},"source":"Crossref","is-referenced-by-count":0,"title":["Drivers of B2B Software Purchase Decisions"],"prefix":"10.3233","author":[{"family":"Loebbecke Claudia","sequence":"additional","affiliation":[]},{"family":"Weiss Thomas","sequence":"additional","affiliation":[]},{"family":"Powell Philip","sequence":"additional","affiliation":[]},{"family":"Krooss Christin","sequence":"additional","affiliation":[]}],"member":"7437","container-title":["Frontiers in Artificial Intelligence and Applications","Bridging the Socio-technical Gap in Decision Support Systems"],"original-title":[],"deposited":{"date-parts":[[2025,2,21]],"date-time":"2025-02-21T10:59:32Z","timestamp":1740135572000},"score":1,"resource":{"primary":{"URL":"https:\/\/www.medra.org\/servlet\/aliasResolver?alias=iospressISSNISBN&issn=0922-6389&volume=212&spage=535"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2010]]},"references-count":0,"URL":"https:\/\/doi.org\/10.3233\/978-1-60750-577-8-535","relation":{},"ISSN":["0922-6389"],"issn-type":[{"value":"0922-6389","type":"print"}],"subject":[],"published":{"date-parts":[[2010]]}}}