Once Upon a Time in Quantum Computing: A Grounded Theory Study on Hardware Purchasing

Sammanfattning: Quantum computing is a potentially disruptive field, and a significant amount of resources are invested in technology advancements. The business-related research, however, is a relatively unexplored area. This master’s thesis explores the key factors that buyers consider when purchasing quantum computing hardware, the perception towards start-ups versus established quantum computing companies, and the elements that influence the make-or-buy decision. To investigate these themes, a grounded theory approach was used. The empirical data was collected through a total of 13 interviews, involving buyers, sellers, and industry experts from Europe and North America. The study found that performance, price, and trust were the most important purchasing criteria. The buyers perceived start-ups as more innovative and open to customization, whereas larger players were more attractive in terms of stability and track record. The make-or-buy decision was influenced by the trade-off between knowledge, time, budget, and customization, with the mindset of key individuals being a potentially underlying element. A theoretical model based on the make-or-buy findings was also proposed. The insights from this thesis offer valuable information for both sellers and buyers in the quantum computing market, and open up avenues for continuing research on the industry’s business dynamics.