Abstract� The� strategic� role� of� Information� and� \r\nCommunication\r\ncompanies.\r\nICT� solutions� to� support� their� processes� and� to� improve� \r\ntheir� products� and� services.� Because� of� SMEsâ��� scarce� \r\nresources� and� inadequate� ICT� competencies,� they� need� \r\nsupport\r\nLittle\r\nstrategies� of� ICT� suppliers� in� the� academic� and� \r\nprofessional� literature,� and� SMEs� find� it� difficult� to� \r\ndetermine� the� characteristics� of� available� ICT� suppliers� \r\nand� to� choose� the� supplier� that� best� responds� to� their� \r\nneeds� and� aims.� \r\n\r\n� \r\n\r\nThe\r\nthe� ICT� sales� channel� and� its� players� in� the� European� \r\nmarket.� A� classification� framework� is� proposed� and� \r\neleven\r\nis� based� on� a� case� study� methodology� that� included� 53� \r\nsemi-standardized� interviews� with� CEOs� (Chief� \r\nExecutive� Officers)� and� marketing� and� communications\r\nmanagers� at� leading� European� ICT� suppliers� coupled� \r\nwith� the� literature� review.
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