University of Twente Student Theses


The influence of the maturity of technological competence and buyer uncertainty on tender criteria issued by buyers

Kamp, T.G. (2017) The influence of the maturity of technological competence and buyer uncertainty on tender criteria issued by buyers.

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Abstract:Government procurement is accountable for 10 to 15 percent of a countries GDP, nevertheless only in past history it gained interest from researchers. A broad variety of parameters influencing buyer behaviour in Business-to-Business literature is already researched, although for Business-to-Government research this is limited. This research is adding to existing literature what possible parameters are influencing the buyer behaviour and selection criteria in tender processes for high-tech solutions in Business-to-Government industry. While focusing on the influence of technological competence of customers and their uncertainties during a tender process. The study involved 3 exploratory interviews at high-tech solutions Inc. (HTS) and was further developed with a survey among 37 highly experienced respondents of HTS, all respondents are first point of contact for customers during a variety of tender processes. This research showed that the difference in importance of tender criteria can for some extent be explained by the difference in technological competence of the customer. Buyer uncertainty has as several studies already proved influence on buyer behaviour, but this research was only able to prove significant influence of buyer uncertainty on a single tender criterion. This research is contributing to existing Business-to-Government literature on the topics of technological competence, supplier selection and to some extent to buyer uncertainty literature. This research will give marketers an extra parameter for segmentation and identified buyer uncertainty as a factor influencing buyer behaviour but without significant direct effects on tender criteria.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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