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The design of a standardized information acquirement method to support sales conversations.

Kylstra, B.J. (2015) The design of a standardized information acquirement method to support sales conversations.

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Abstract:The objective of this study was to improve the current methods of information acquirement in the preparation of sales conversations of ARCADIS. The solution was based on a combination of literature research and an iterative cycle of semi-structured interviews with the different stakeholders. The study resulted in a standardized research tool and an organizational plan for the development, implementation and maintenance of this system were developed. A prototype was created and tested within the organization to test the usability and addition to the information acquirement process. Based on the test results recommendations for the future system and the next steps of development were made. Next to that this study adds to the stream of Design Science Research by finding a broader applicability for the concepts regarding usability, information requirement determination, information categorization and user involvement. Besides supporting the development of internally focused information systems, these abstract ideas and goals can be tailored and applied to externally focused systems as well. Future research should focus on exploring the possibly even bigger scope of applicability of these concepts. The combinations of literature and practical methodology in this study could be useful for researchers and practitioners as a guideline for similar projects.
Item Type:Essay (Master)
Clients:
Unknown organization, Netherlands
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/67748
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