This article identifies the buying process for a new component. In-depth case studies were conducted at a wide range of potential customers. The buying process was mapped or flow charted in each organization. A general model of component buying was developed. © 1985.
Matthyssens, P., Faes, W. (1985). OEM buying process for new components: Purchasing and marketing implications. INDUSTRIAL MARKETING MANAGEMENT, 14(3), 145-157 [10.1016/0019-8501(85)90033-1].
OEM buying process for new components: Purchasing and marketing implications
Matthyssens P.;
1985
Abstract
This article identifies the buying process for a new component. In-depth case studies were conducted at a wide range of potential customers. The buying process was mapped or flow charted in each organization. A general model of component buying was developed. © 1985.
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