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首页> 外文期刊>International Journal of Technology Management: The Journal of the Technology Management of Technology, Engineering Management, Technology Policy and Strategy >Understanding buyer behaviour in software services - strategies for Indian firms
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Understanding buyer behaviour in software services - strategies for Indian firms

机译：了解软件服务中的买方行为-印度公司的策略

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摘要

Buying behaviour in a business market is characterised by long cycle times, group decision making, participants from different functional areas and levels and sometimes divergent objectives, and changing roles of the participants during the buying cycle. The high levels of market and technological uncertainty of software services add to the complexity in the buying process. This paper draws upon extant literature on Organisation Buying Behaviour (OBB) to help understand the factors influencing the behaviour of the buyers of software services. It also recommends strategies for managers in software firms to market their services.
机译：商业市场中的购买行为的特点是周期时间长，团队决策，来自不同职能领域和级别的参与者（有时目标不同）以及参与者在购买周期中角色的变化。高水平的市场和软件服务的技术不确定性增加了购买过程的复杂性。本文借鉴了有关组织购买行为（OBB）的现有文献，以帮助理解影响软件服务购买者行为的因素。它还为软件公司的经理推荐了推销其服务的策略。

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