Harnisch, Stefan ; Knaf, Svenja (2014)
Exploring Tariff-choice Preferences in B2B Enterprise Software Acquisition Settings.
European Conference on Information Systems (ECIS) 2014. Tel Aviv (09.06.2014-11.06.2014)
Konferenzveröffentlichung, Bibliographie
Kurzbeschreibung (Abstract)
The acquisition of packaged software is gaining importance. The most crucial task during enterprise software acquisition is the selection of a software product and accompanying license model. The license model (or tariff) chosen severely impacts the total costs of the purchased solution over its life cycle and, thus, should be evaluated carefully. Existing literature from different decision contexts suggests that tariff choices are often times biased, leading to non-optimal decisions and costs. With this paper, we explore whether certain tariff-choice preferences and biases exist in the context of software acquisition. Hence, we analyse data from a multiple case study with five cases in four large organisations and base our findings on interviews with 19 decision-makers from IT, business, and procurement. The insights we gain from six interviewees especially point to the existence of both flat rate and pay-per-use biases in organizational contexts. Additionally, we find initial support for the relevance of prospect- theoretical reference points as a cause for tariff-choice biases. Therefore, our research can help practitioners to optimize their tariff choices in organizational buying situations and we present new avenues for future research.
| Typ des Eintrags: | Konferenzveröffentlichung |
|---|---|
| Erschienen: | 2014 |
| Autor(en): | Harnisch, Stefan ; Knaf, Svenja |
| Art des Eintrags: | Bibliographie |
| Titel: | Exploring Tariff-choice Preferences in B2B Enterprise Software Acquisition Settings |
| Sprache: | Englisch |
| Publikationsjahr: | 14 April 2014 |
| Veranstaltungstitel: | European Conference on Information Systems (ECIS) 2014 |
| Veranstaltungsort: | Tel Aviv |
| Veranstaltungsdatum: | 09.06.2014-11.06.2014 |
| Kurzbeschreibung (Abstract): | The acquisition of packaged software is gaining importance. The most crucial task during enterprise software acquisition is the selection of a software product and accompanying license model. The license model (or tariff) chosen severely impacts the total costs of the purchased solution over its life cycle and, thus, should be evaluated carefully. Existing literature from different decision contexts suggests that tariff choices are often times biased, leading to non-optimal decisions and costs. With this paper, we explore whether certain tariff-choice preferences and biases exist in the context of software acquisition. Hence, we analyse data from a multiple case study with five cases in four large organisations and base our findings on interviews with 19 decision-makers from IT, business, and procurement. The insights we gain from six interviewees especially point to the existence of both flat rate and pay-per-use biases in organizational contexts. Additionally, we find initial support for the relevance of prospect- theoretical reference points as a cause for tariff-choice biases. Therefore, our research can help practitioners to optimize their tariff choices in organizational buying situations and we present new avenues for future research. |
| Fachbereich(e)/-gebiet(e): | 01 Fachbereich Rechts- und Wirtschaftswissenschaften 01 Fachbereich Rechts- und Wirtschaftswissenschaften > Betriebswirtschaftliche Fachgebiete 01 Fachbereich Rechts- und Wirtschaftswissenschaften > Betriebswirtschaftliche Fachgebiete > Wirtschaftsinformatik |
| Hinterlegungsdatum: | 22 Apr 2014 14:59 |
| Letzte Änderung: | 22 Apr 2014 14:59 |
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