Industrial buying in high-tech markets
R Abratt - Industrial marketing management, 1986 - Elsevier
Industrial marketing management, 1986•Elsevier
This article examines the buying behavior of purchasers of high technology laboratory
instrumentation. Research was undertaken with 54 organizations. The primary objective of
this article is to analyze the buying process and to identify and determine the relative
importance of the factors influencing supplier selection in high technology markets.
instrumentation. Research was undertaken with 54 organizations. The primary objective of
this article is to analyze the buying process and to identify and determine the relative
importance of the factors influencing supplier selection in high technology markets.
Abstract
This article examines the buying behavior of purchasers of high technology laboratory instrumentation. Research was undertaken with 54 organizations. The primary objective of this article is to analyze the buying process and to identify and determine the relative importance of the factors influencing supplier selection in high technology markets.
Elsevier
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