| Author | Areewan Boonglam |
| Note | A project submitted in partial fulfillment of the requirements for the
degree of Master of Business Administration (Executive)
International Business, Technology Management and Entrepreneurship, School of Management |
| Publisher | Asian Institute of Technology |
| Abstract | One of the biggest customer groups for telecommunications service providers in Thailand are the
Government Agencies. This segment of customers has the most requirement for
telecommunications services in the country, and are therefore one of the largest market segments
from the telecom operators' perspective. This is partly due to the fact that the Government
agencies all need telecommunications to connect to each other. Hence, it can be asserted that any
service provider which can acquire this large volume of customers belonging to the Government
Agencies segment, will be highly successful in terms of service sales.
Hence, the domestic service provider of Thailand, CAT Telecom, has tried to devise various
strategies to acquire this sales value. One of the very important factors among these strategies is
to find out ways to identify and influence the units in the Government agencies who have the
decision authority to select and buy telecom services. CAT Telecom needs to know each buying
center type of the customer and also to recognize what are the different roles within the buying
center to affect (influence) the procurement process.
This study will show that irrespective of the service provider chosen by the top management, it
will be responsive to the legal regulation or the governmental inventory act, which will protect
transparency of the deal and prevent corruption. |
| Year | 2009 |
| Type | Project |
| School | School of Management (SOM) |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (Executive) in International Business - Technology Management and Entrepreneurship |
| Chairperson(s) | Zee, Rian Beise; |
| Examination Committee(s) | Dimmitt, Nicholas J.;Sununta Siengthai; |
| Scholarship Donor(s) | CAT Telecom Public Company Limited; |