Technical Considerations Influencing Purchase Decisions in the B2B Environment
A. R. Chitra1, B. Neeraja2, KannigaPrashanth3
1A. R. Chitra, Research Scholar, Department of Management Studies, Dr. M. G. R. Educational and Research Institute, Maduravoyal, Chennai (TamilNadu), India.
2Dr. B. Neeraja, Professor, Department of Management Studies, Dr. M. G. R. Educational and Research Institute, Maduravoyal, Chennai (TamilNadu), India.
3Dr. Kanniga Prashanth, Department of Business Studies, Shinas College of Technology, Sultanate of Oman.
Manuscript received on 10 April 2019 | Revised Manuscript received on 17 April 2019 | Manuscript Published on 26 July 2019 | PP: 697-708 | Volume-8 Issue-6S4 April 2019 | Retrieval Number: F11420486S419/19©BEIESP | DOI: 10.35940/ijitee.F1142.0486S419
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© The Authors. Blue Eyes Intelligence Engineering and Sciences Publication (BEIESP). This is an open-access article under the CC-BY-NC-ND license (http://creativecommons.org/licenses/by-nc-nd/4.0/)
Abstract: 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.
Keywords: Technical Factors, B2B Purchase, Brand Image, Customer Service, Quality, Price, Access.
Scope of the Article: Simulation Optimization and Risk Management