High-Tech, Innovative

products: identifying and

meeting business customer
value needs
 Group Members :Daffodils

1. Sanchita Das- 48.

2. Mahabuba Farhana -50.

3. Shahana Parveen- 174.

4. Bilkis Akhter- 262.

What is High-tech, Innovative product?
• High contact purchasing product

•Difficult to handle

•Need expertise or technical solution

• May be the word high-tech comes from

high technological product

•The High tech products included-

aerospace, artificial intelligence,
biotechnology, energy, nanotechnology,
robotics, telecommunication and medical
equipment
What are the reasons behind increasing demand
of High-tech, Innovative medical equipment?

Increasing Longevity
Higher incidence rate of
Chronic diseases
Competitive pressure are
increasing due to technological
advancement
Who are the customer in
Bangladesh ?

 Square Hospital Ltd

Apollo Hospital Dhaka

Lab Aid Hospital Dhaka

United Hospital Dhaka

 Major issues in High-tech, innovative product
purchasing:

The composition of the decision making unit

The different decision influencers perception
of the products tangible and intangible value
elements
The phases of the purchasing process in
which the different decision-influencers are
involved
 The nature of the value within
healthcare environment:
•Tangible value- Subjective aspect of the
product and services & financial value

•Intangible value- Emotional bond, investment

of time & Effort

•Perception of value may well be different for

each customer or segment of customer
Industrial Purchasing
Behavior:
Purchasing process, decision-making unit and
decision- influencers:

The model is modified into only 3 stages in

purchasing stages
Continue…

The decision influencers were categorized into 3 groups-

business, operational and clinical
Stages and decision-influencers in the
Purchasing process:
Attributes:
• Product attribute.

• Service attributes.

• Supplier attributes.
 Conclusion:
High cost equipment and critical nature of its use the decision influences are critical to the purchase process & successful sales.
In the purchasing process the pre & post purchase stages are clearly of interest. It is evident that budgeting & planning are
important for such major purchases.
Supplier selection is influenced by word of mouth & positive referral.
Appropriate service & technical support is critical to maintaining the relationship and eventually gaining repurchase.
Question & Answer session:
Have a nice Day