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How do execs make purchasing decisions?

Research findings from the Healthcare Financial Management Association’s Peer Review program are supplemented by the transcript of a roundtable interview of 5 health care executives on the subject of the most important factors influencing buying decisions.  For both products and services, the key factor related to purchasing decisions is VALUE, followed by ENHANCED PRODUCTIVITY (for products) and SERVICE (for services).  Pragmatic tips on how executives tackle different aspects of the purchasing decision process are summarized based on the interviews.

Source: How healthcare executives make buying decisions.  Healthcare Financial Management;66(6):following p. 60, June 2012.  Click here for website: http://www.winthropresources.com/downloads/PR_WhitePaper_June2012.pdf Posted by AHA Resource Center, (312) 422-2050, rc@aha.org (updated May 28, 2013)

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