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Case
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Reference no. 9A90A011
Subject category: Marketing
Authors: Donald W Barclay (Ivey Business School, Western University); David Large (Telfer School of Management, University of Ottawa)
Published by: Ivey Publishing
Originally published in: 1990
Version: 2000-07-24
Length: 16 pages
Topics: Industrial marketing; Professional firms; Management of technology; Supplier selection
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Abstract

The founder and president of Adjeleian and Associates consulting structural engineers is considering the purchase of a computer-aided design and drafting system. He has received proposals from three suppliers. The case describes the organizational buying process and decision criteria. It is useful in getting students tuned into organizational buying behaviour issues. (A supplement to this case titled Adjeleian and Associates (B), case 9A90A012, describes the decisions made and implementation issues.)
Location:
Canada
Industry:
Business services
Size:
Small
Teaching note
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Reference no. 8A90A11
Subject category: Marketing
Authors: Donald W Barclay (Ivey Business School, Western University); David Large (Telfer School of Management, University of Ottawa)
Published by: Ivey Publishing
Originally published in: 1990
Version: 2003-09-24
Length: 9 pages
View full details

About

Abstract

The founder and president of Adjeleian and Associates consulting structural engineers is considering the purchase of a computer-aided design and drafting system. He has received proposals from three suppliers. The case describes the organizational buying process and decision criteria. It is useful in getting students tuned into organizational buying behaviour issues. (A supplement to this case titled Adjeleian and Associates (B), case 9A90A012, describes the decisions made and implementation issues.)

Settings

Location:
Canada
Industry:
Business services
Size:
Small

Related

Teaching note
-
Reference no. 8A90A11
Subject category: Marketing
Authors: Donald W Barclay (Ivey Business School, Western University); David Large (Telfer School of Management, University of Ottawa)
Published by: Ivey Publishing
Originally published in: 1990
Version: 2003-09-24
Length: 9 pages
View full details