HCBE Faculty Articles

Title

Industrial Buying in High-Tech Markets

Document Type

Article

Date

11-1986

Publication Title

Industrial Marketing Management

ISSN or ISBN

0019-8501

Volume

15

Issue

4

First Page

293

Last Page

298

Description

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

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