University of Twente Student Theses


How do Dutch hospitals purchase high-tech medical devices?

Muittari, Manta (2023) How do Dutch hospitals purchase high-tech medical devices?

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Abstract:This thesis explores the purchasing process of high-tech medical devices in Dutch hospitals, with a particular emphasis on low-cost acquisitions. The study also investigates the decision-making processes involved in these purchases and identifies the groups and individuals involved in them. The literature review conducted in this study examines organizational purchasing and decision-making behavior. It was found that purchasing in organizations can be a complicated and multidimensional process, involving several individuals in the decision-making process. The empirical part of this study is qualitative in its nature. Eight semi-structured interviews with purchasing professionals from Dutch hospitals were conducted to uncover each step in the purchasing process and to understand the decision-making behind it. The results provide valuable insights and resources for companies looking to enter the medical technology market, as well as for marketers seeking to develop effective marketing and sales strategies. This research was commissioned by a Dutch medical technology manufacturer. The results of the study indicate that hospitals in the Netherlands follow relatively similar purchasing procedures when making low-cost purchases. The procurement process involves four stages: problem or need recognition, information search, evaluation and negotiation, and purchasing and using. The decision-making process involves multiple individuals from various functions, and several factors are taken into consideration when making purchasing decisions.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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