Why buyers reject suppliers in the B2B IT sector - Buyer versus seller perspective

dc.contributorAalto Universityen
dc.contributorAalto-yliopistofi
dc.contributor.advisorElo, Maria
dc.contributor.authorNieminen, Vili
dc.contributor.departmentMikkelin kampusfi
dc.contributor.schoolKauppakorkeakoulufi
dc.contributor.schoolSchool of Businessen
dc.date.accessioned2018-09-10T09:26:05Z
dc.date.available2018-09-10T09:26:05Z
dc.date.issued2018
dc.description.abstractThe main objective of this study was to increase understanding of B2B IT sales. In particular, emphasis was on unsuccessful sales, and the buyer perspective. Research questions were formed around why buyers reject suppliers in the B2B IT sector. Nine sellers and eight buyers were interviewed utilising semi-structured interviews and the interview audios were recorded. The audio was transcribed to 160 pages of text and analysed with the Gioia methodology. The data was compared with a conceptual framework comprised from current literature. In the B2B IT sector, buyers reject suppliers due to an unsuitable solution, supplier uncertainty, nature of relationships, problematic decision-making, and rules and regulations. Some reasons for supplier rejections were related to the seller and supplier company, other factors were buyer-centric, while few were completely external to the counterparts who conduct business. Sellers must understand both business and technology to consult and communicate to buyers effectively.en
dc.format.extent46+3
dc.format.mimetypeapplication/pdfen
dc.identifier.urihttps://aaltodoc.aalto.fi/handle/123456789/33935
dc.identifier.urnURN:NBN:fi:aalto-201809105046
dc.language.isoenen
dc.programme(Mikkeli) Bachelor’s Program in International Businessen
dc.subject.keywordinformation technologyen
dc.subject.keywordITen
dc.subject.keywordbusiness-to-businessen
dc.subject.keywordB2Ben
dc.subject.keywordsalesen
dc.subject.keywordsellingen
dc.subject.keywordpurchasingen
dc.subject.keywordfailureen
dc.titleWhy buyers reject suppliers in the B2B IT sector - Buyer versus seller perspectiveen
dc.typeG1 Kandidaatintyöfi
dc.type.ontasotBachelor's thesisen
dc.type.ontasotKandidaatintyöfi
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