The Major Challenges in DDDM Implementation: A Single-Case Study : What are the Main Challenges for Business-to-Business MNCs to Implement a Data-Driven Decision-Making Strategy?

Abstract: Over the past years, the value of data and DDDM have increased significantly as technological advancements have made it possible to store and analyze large amounts of data at a reasonable cost. This has resulted in completely new business models that has disrupt whole industries. DDDM allows businesses to rely their decisions on data, as opposed to on gut feeling. Up until this point, literature is eligible to provide a general view of what are the major challenges corporations encounter when implementing a DDDM strategy. However, as the field is still rather new, the challenges identified are yet very general and many corporations, especially B2B MNCs selling consumer goods, seem to struggle with this implementation. Hence, a single-case study on such a corporation, named Alpha, was carried out with the purpose to explore what are their major challenges in this process. Semi-structured interviews revealed evidence of four major findings, whereas, execution and organizational culture were supported in existing literature, however, two additional findings associated with organizational structure and consumer behavior data were discovered in the case of Alpha. Based on this, the conclusions drawn were that B2B MNCs selling consumer goods encounter the challenges of identifying local markets as frontrunners for strategies such as the one to become more data-driven, as well as the need to find a way to retrieve consumer behavior data. With these two main challenges identified, it can provide a starting point for managers when implementing DDDM strategies in B2B MNCs selling consumer goods in the future.