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Buying Decision Dynamics: Findings from the 2015 IT Buyer Experience Survey

Buying Decision Dynamics: Findings from the 2015 IT Buyer Experience Survey

This IDC Insight uses data from IDC's 2015 IT Buyer Experience Survey to map the ways that different buyer roles influence each other during the stages of the buyer decision journey. One of the defining factors of business-to-business (B2B) buying is the way that multiple people in an organization collaborate to make a decision. Essential guidance is provided about how marketers can improve conversion by leveraging the internal social dynamics of their customers' decisions.


IDC Opinion
In This Insight
Situation Overview
B2B Enterprise Buying Is a Social Process
Mapping Buying Influence
Team Players in Enterprise Buying
Team Players by Role
Team Players by Level
Buying Team Size
Decision Dynamics at the Buying Decision Journey Stages
Decision Dynamics at the Exploration Stage
Essential Guidance
Decision Dynamics at the Evaluation Stage
Essential Guidance
Decision Dynamics at the Purchase Stage
Essential Guidance
Future Outlook
Pressure for Vendors to Provide Buying Support Continues to Rise
Decision Dynamics Will Get More Complex Due to the Digital Transformation
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