Industrial Buying in High-Tech Markets

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow

Document Type

Article

Publication Title

Industrial Marketing Management

ISSN

0019-8501

Publication Date

11-1986

Abstract/Excerpt

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.

DOI

10.1016/0019-8501(86)90021-0

Volume

15

Issue

4

First Page

293

Last Page

298

NSUWorks Citation

Abratt, Russell, "Industrial Buying in High-Tech Markets" (1986). HCBE Faculty Articles. 979.
https://nsuworks.nova.edu/hcbe_facarticles/979