This book examines B2B decision making processes for software application development. To learn what really happens and why it happens, this study provides a multi-level “hermeneutic system” starting with written accounts of decision-making associated with development and delivery of new software applications – these accounts are then revisited through multiple rounds of researcher and informant interpretations.

The framework and supporting analysis is applied to six application software case studies that created new Internet-based software applications which were either disruptive or supporting disruptive innovations. The findings from six case studies suggest that the hermeneutic research framework proposals provide a strong systematic platform to analyse and interpret decision-making with deep prospective, introspective, retrospective, and with imaginatively unbounded current and future perspectives.

*The author, Arch Woodside received the 1998 Living Legend in Marketing Award
*International in scope
*Provides DSA Models, event chronology maps, and cognitive maps for more comprehensive analysis
*Includes individual case study and cross-case findings for new theory development