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Related Experiment Videos

Actualizing system benefits--Part II.

T K Zinn, L W DiGiulio

    Computers in Healthcare
    |April 9, 1988
    PubMed
    Summary
    This summary is machine-generated.

    This study explores how perceived benefits influence information system purchasing decisions. It reveals executives

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    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:

    Related Experiment Videos

    • 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.