-
Be the first to like this
Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. If you continue browsing the site, you agree to the use of cookies on this website. See our User Agreement and Privacy Policy.
Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. If you continue browsing the site, you agree to the use of cookies on this website. See our Privacy Policy and User Agreement for details.
Published on
IDG Connect surveyed 262 IT professionals in Nordics countries; Denmark, Finland, Norway and Sweden. 209 of the respondents were from the non-tech industry while the further 53 respondents were from the tech industry.
Respondents were asked a multiple choice question to discover which buyer type they adopt when participating in a buying team.
From this, the respondent’s answer was categorised into one of the three buyer behaviours:
Collaborator: A collaborator seeks comfortable team consensus when it comes to a purchase decision. They consider member opinions, including the “pros” and “cons,” to be as valuable as facts and figures.
Challenger: A challenger consider themselves the experts in the group and will not hesitate to challenge points to arrive at the “best” decision. Challengers respect competence, know-how and the views of industry authorities.
Advocate: An advocate is vested in the potential impact the team’s decision will have on employees, company image and personal visibility. Advocates are action-oriented, working to promote their favoured vendor(s) forward.
This research is part of a global survey that was conducted by telephone to 3420 IT and Business Professionals.
The survey was conducted across Benelux, DACH, EMEA, Latin America, MEFA, Middle East, Nordics, Scandinavia regions.
Be the first to like this
Be the first to comment