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A qualitative study of the influencing factors on the decision process for acquiring ERP software

A qualitative study of the influencing factors on the decision process for acquiring ERP software This paper focuses on the influences and characteristics of the enterprise resource planning (ERP) acquisition process (ERPAP) that were found during a multiple‐case study of four organizations that had acquired ERP solutions. From organizational buying behaviour (OBB), Webster and Wind’s (Prentice‐Hall, Englewood Cliffs, NJ, 1972) served as the basis for categorizing the influences that surfaced during the study. While Webster and Wind’s model presents a broad scope of variables that might affect organizational buying without distinguishing those variables that are dependent on specific buying situations, the research herein highlights variables (influences and characteristics) specific to the buying situation for ERP software packages. Numerous influences emerged, among the most notable of which was the influence of users. Five prominent characteristics were also noted. A future study of these influences could examine the extent to which they impact the ERPAP and could serve to help organizations minimize those that are shown to hinder it. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Qualitative Market Research: An International Journal Emerald Publishing

A qualitative study of the influencing factors on the decision process for acquiring ERP software

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Publisher
Emerald Publishing
Copyright
Copyright © 2002 MCB UP Ltd. All rights reserved.
ISSN
1352-2752
DOI
10.1108/13522750210432995
Publisher site
See Article on Publisher Site

Abstract

This paper focuses on the influences and characteristics of the enterprise resource planning (ERP) acquisition process (ERPAP) that were found during a multiple‐case study of four organizations that had acquired ERP solutions. From organizational buying behaviour (OBB), Webster and Wind’s (Prentice‐Hall, Englewood Cliffs, NJ, 1972) served as the basis for categorizing the influences that surfaced during the study. While Webster and Wind’s model presents a broad scope of variables that might affect organizational buying without distinguishing those variables that are dependent on specific buying situations, the research herein highlights variables (influences and characteristics) specific to the buying situation for ERP software packages. Numerous influences emerged, among the most notable of which was the influence of users. Five prominent characteristics were also noted. A future study of these influences could examine the extent to which they impact the ERPAP and could serve to help organizations minimize those that are shown to hinder it.

Journal

Qualitative Market Research: An International JournalEmerald Publishing

Published: Sep 1, 2002

Keywords: Purchasing; Computer software; Organizational behaviour

References