IDEAS home Printed from https://ideas.repec.org/a/ids/ijbenv/v13y2022i2p175-187.html
   My bibliography  Save this article

Business models competition based on knowledge assets

Author

Listed:
  • Leandro Pereira
  • Carlos H. Jerónimo
  • Álvaro Dias
  • Renato Lopes Da Costa
  • Rui Gonçalves
  • Natália Teixeira

Abstract

All organisations have trouble pointing out exactly what makes their customers choose their services. During great uncertainty, knowing all the details count as to be successful and to gain a new business. This research was designed to understand the main causes to close a deal in B2B, in the management consulting around Europe. The aim was to determine if it is possible to isolate the relevant features responsible for the acceptance of service proposals in management consulting context based on historical data. The objectives were to highlight these variables, use them to construct a predictive model, and suggest performance improvements, to allow organisations to manage their time more effectively and efficiently. The sample was used to train a logistic regression model which achieved excellent classifications. The findings of the research rank the most critical success factors in B2B consulting which determines customer conversion and shows that variables' technical credibility at the proposal stage and budget availability are the ones more influential to close a deal.

Suggested Citation

  • Leandro Pereira & Carlos H. Jerónimo & Álvaro Dias & Renato Lopes Da Costa & Rui Gonçalves & Natália Teixeira, 2022. "Business models competition based on knowledge assets," International Journal of Business Environment, Inderscience Enterprises Ltd, vol. 13(2), pages 175-187.
    • Handle: RePEc:ids:ijbenv:v:13:y:2022:i:2:p:175-187
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=121957
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijbenv:v:13:y:2022:i:2:p:175-187. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=69 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.