Open AccessTechnical Considerations Influencing Purchase Decisions in the B2B Environment
Author(s) -
A. Chitra,
B. Neeraja
Publication year - 2019
Publication title -
international journal of innovative technology and exploring engineering
Language(s) - English
Resource type - Journals
ISSN - 2278-3075
DOI - 10.35940/ijitee.f1142.0486s419
Subject(s) - business , marketing , product (mathematics) , quality (philosophy) , point (geometry) , upgrade , point of sale , service (business) , computer science , philosophy , geometry , mathematics , epistemology , world wide web , operating system
Business organisations consider several technical factors while deciding to purchase their telecom products and services, which can be categorised as brand image, product price, ease of access, point of presence, technical quality, customer service and marketing factors. This study was undertaken to measure the extent to which these factors influence the telecom product purchase decisions of Indian organisations. Organisational buyers preferred, vendors offering products with better operational features and long-term cost reduction programmes, which are easily accessible when required with multiple branches, upgrade their networks and offer better quality and product customisation. Further, while technical considerations indeed affected the purchase decisions, price and point of presence managed to impact decisions independently. Technical considerations interacted with the size of the buying organisations and exerted substantial influence on the purchase decisions and among them, brand image and point of presence exerted a significant impact on purchase decisions along with company size.