Actualizing system benefits--Part II.

Area of Science:

• Information Systems
• Decision Sciences
• Organizational Behavior

Background:

• The psychology of information system (IS) acquisition is complex, involving various factors beyond mere technical specifications.
• Understanding the role of perceived benefits is crucial for both vendors and buyers in the IS market.
• Previous research has explored the impact of benefits, but a comprehensive analysis of their psychological influence on the buying decision is needed.

Purpose of the Study:

• To investigate the psychological impact of perceived benefits on the information system buying decision.
• To determine if information system success is correlated with the achievement of promoted benefits.
• To analyze the relative importance of qualitative versus quantitative benefits in the IS acquisition process.

Main Methods:

• A large-scale survey was conducted involving approximately 3,000 executives.
• Data was collected on their perceptions of various benefits associated with information systems.
• Statistical analysis was employed to examine the relationship between benefit perception and the buying decision, as well as system success.

Main Results:

• The study found that both qualitative and quantitative benefits significantly influence the psychology of the information system buying decision.
• Achieving promoted benefits is strongly associated with perceived information system success.
• Executives place considerable importance on both types of benefits, with specific weightings varying based on organizational context and system type.

Conclusions:

• Perceived benefits are a key psychological driver in the information system acquisition process.
• Aligning promoted benefits with actual delivered value is critical for ensuring perceived system success.
• A balanced consideration of both qualitative and quantitative benefits is essential for effective information system procurement.