Industrial Buying in High-Tech Markets
Industrial Marketing Management
ISSN or ISBN
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.
Abratt, Russell, "Industrial Buying in High-Tech Markets" (1986). HCBE Faculty Articles. 979.