Arterial Vascular Engineering AVEI Message Board

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Biotech / Medical : Arterial Vascular Engineering AVEI

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To: Herb Blair who wrote (346)	9/24/1998 1:50:00 PM
From: Dave Chanoux	Read Replies (2) of 410

As in most marketing situations, price dominates and becomes the determining factor only when the buyer is unable to distinguish between products. If all product features which are significant are equal, then price rules. If the buyer is a doc, then product and application knowledge is high and selection is based on distinguishing product features. Price is last, as you said. But what if the buyer is an administrator, cost container or someone like that who knows not a stent from a stone? Does this ever happen? Glad to hear from you. Regards, Dave Chanoux

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