Web mediated market interactions and enterprise software

Avila-Porro, D; Light, BA; McLean, R

Abstract

With increased consolidation and a few large vendors dominating the market, how can software vendors distinguish themselves in order to maintain profitability and gain market share? Increasingly customers are becoming more proactive in selecting a vendor and a product, drawing upon various publications, market surveys, mailing lists, and, of course, other users. In particular, though, a company's Web site is the obvious place to begin information gathering. In sum, it may seem that the days of the uninformed customer prepared to be "sold to" are potentially all but gone.

Citation

Avila-Porro, D., Light, B., & McLean, R. (2008). Web mediated market interactions and enterprise software

• Journal Article Type: Article
• Publication Date: Jan 1, 2008
• Deposit Date: Sep 2, 2011
• Journal: Cutter IT Journal
• Peer Reviewed: Peer Reviewed
• Volume: 21
• Issue: 6
• Pages: 29-33
• Publisher URL: http://www.cutter.com/forms/index/results?spid=oaccs.spid.4&start-index=0&pageLength=20&q=%22Cutter%20IT%20Journal%22,%22June%202008%22