The marketing department of Becton Dickinson Bioscience's Discovery Labware division sought to better understand the researching and purchasing processes of their customers. To meet their requirements, our project team interviewed 30 contacts in academia and industry, using unstructured in-person and over-the-phone conversations to collect qualitative data and firsthand accounts about their purchasing decisions. These interviews were compiled for analysis to present insight into the routinely used labware purchasing decision process and to make recommendations for the allocation of marketing focus.

• This report represents the work of one or more WPI undergraduate students submitted to the faculty as evidence of completion of a degree requirement. WPI routinely publishes these reports on its website without editorial or peer review.

Creator

• Fusca, Vincent A.
• McLachlan, Alex Gordon
• Fletcher, Aldebaran Kari

Publisher

• Worcester Polytechnic Institute

Identifier

• 04D031M

Advisor

• Danneels, Erwin

Year

• 2004

Sponsor

• Becton, Dickinson & Company

Date created

• 2004-01-01

Resource type

• Major Qualifying Project

Major

• Management Engineering

Rights statement

• In Copyright