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  • Title: Making the purchase decision: factors other than price.
    Author: Lyons DM.
    Journal: Hosp Mater Manage Q; 1992 May; 13(4):55-62. PubMed ID: 10117380.
    Abstract:
    Taking price out of the limelight and concentrating on customer relations, mutual respect, and build-in/buy-in; involving the user; developing communication and evaluation processes; and being process oriented to attain the results needed require commitment on the part of administration and materiel management. There must be a commitment of time to develop the process, commitment of resources to work through the process, and a commitment of support to enhance the process. With those three parameters in place, price will no longer be the only factor in the purchasing decision.
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