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The dissertation that Maria Rocio Rodriguez Herrera presented at the University of Murcia, which studies the use of ICT by vendors, has revealed that they do not exploit the full potential of software sales, despite the benefits that, in terms of performance, obtain commercial enterprises and their efficient implementation.
The work, which contains a sample of 265 dealers nationwide, shows the value of the hardware in terms of the image that helps give the business, or in some aspects such as communication in the case of mobile phones, but notes that potential benefits and functionality offered by software sales to the seller, and thus to the company, are far superior to the hardware.
Efficient implementation of ICT, the thesis suggests, requires, on the part of companies, incurring additional costs caused not only by the purchase of hardware or software sales, but also for the time and effort necessary to invest in terms of training, supervision, evaluation and even compensation.
The author gives companies the responsibility to the seller uses the software and do not miss the economic investment and the time and effort involved in putting technology in operation.
Measures to promote this use, the study cites the selection of appropriate software and the formation of a project management team to implement it successfully achieved, as well as a change process right not to try to impose the new software, but explain the reasons for improvement and the expected benefits for the company.
It also mentions the involvement of vendors in the design and implementation phase of the implementation process and the reasons for them to be using the new system.
The thesis was supervised by Professor of Marketing and Market Research, University of Murcia Sergio Manuel Román Nicholas.
Source: Universidad de Murcia
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