The following articles provide a current perspective in this area:
Holf Robert D. (1996) "Sun Starts A Buzz," Business Week, November 4, Pg. 52.
This article identifies various product features that may be relevant to organizational buying. Specifically, the article discusses the introduction of Sun Microsystem's network computer. A lower initial outlay along with a lower cost of support, software, and training are identified as some of the critical influences in the organizational buying process.
Sellers, Patricia (1996), "Wal-Mart's big man puts Blockbuster on fast-forward," Fortune, V. 134, No. 10, November 25, Pg. 111-113.
This article discusses the "Wal-Martization" of Blockbuster. The induction of Bill Fields as the new CEO of Blockbuster has brought a spectrum of changes especially in terms of the organizational focus and organizational buying practices. Fields is cited as being a tough customer and instrumental in reorganizing Blockbuster's buying processes to save the company millions of dollars.
