Abstract
Who, in the organization, buys the computer system? How are various departments involved in the organizational decision process?
T V Seshadri and N Kinra analyse the decision processes of 30 organizations that had bought a computer system—mini, mainframe, or macro.
Based on a questionnaire study and factor analysis, the authors conclude that the EDP department and Board of Directors are critical in the buying grids of the purchasing organizations. They draw implications of their findings for managers marketing computer systems.
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