View metadata, citation and similar papers at core.ac.uk brought to you by CORE provided by AIS Electronic Library (AISeL) Association for Information Systems AIS Electronic Library (AISeL) ECIS 2014 Proceedings EXPLORING TARIFF-CHOICE PREFERENCES IN B2B ENTERPRISE SOFTWARE ACQUISITION SETTINGS Stefan Harnisch Technische Universität Darmstadt, Darmstadt, Germany,
[email protected] Svenja Knaf Technische Universität Darmstadt, Darmstadt, Germany,
[email protected] Follow this and additional works at: http://aisel.aisnet.org/ecis2014 Stefan Harnisch and Svenja Knaf, 2014, "EXPLORING TARIFF-CHOICE PREFERENCES IN B2B ENTERPRISE SOFTWARE ACQUISITION SETTINGS", Proceedings of the European Conference on Information Systems (ECIS) 2014, Tel Aviv, Israel, June 9-11, 2014, ISBN 978-0-9915567-0-0 http://aisel.aisnet.org/ecis2014/proceedings/track10/7 This material is brought to you by the European Conference on Information Systems (ECIS) at AIS Electronic Library (AISeL). It has been accepted for inclusion in ECIS 2014 Proceedings by an authorized administrator of AIS Electronic Library (AISeL). For more information, please contact
[email protected]. EXPLORING TARIFF-CHOICE PREFERENCES IN B2B ENTERPRISE SOFTWARE ACQUISITION SETTINGS Complete Research Harnisch, Stefan, Technische Universität Darmstadt, Darmstadt, Germany,
[email protected] Knaf, Svenja, Technische Universität Darmstadt, Darmstadt, Germany,
[email protected] Abstract The acquisition of packaged software is gaining importance. The most crucial task during enterprise software acquisition is the selection of a software product and accompanying license model. The license model (or tariff) chosen severely impacts the total costs of the purchased solution over its life cycle and, thus, should be evaluated carefully. Existing literature from different decision contexts suggests that tariff choices are often times biased, leading to non-optimal decisions and costs.