Strategic aspects of the purchasing process in the Finnish hearing instruments business Available to Purchase

Discusses the Finnish hearing instrument market which, in the past decade, has been characterized by both closed and shared markets. Indicates there has been some formal competition, but real price competition has not influenced the resharing of market shares. Finds that the current recession has forced hospitals to re‐evaluate their purchasing criteria. Investigates the process with the help of industrial marketing theories to determine the strategic means which can be used to create competitive advantages. The new automatic data‐processing (ADP)‐based high technology in the hearing‐instrument business provides opportunities for identifying these advantages. Surveys the abilities of hearing‐centre personnel in university hospitals to take advantage of ADP‐based tools. Shows that hearing‐centre personnel have a low level of ADP knowledge and, thus, a great need for ADP training. Discusses the ADP‐based strategy chosen to be AP Medical Hearing Ltd′s main strategy and emphasizes the importance of ADP‐based training in high technology.