The purpose of the case, to help students understand the complex nature of the visible and expensive organizational buying process. The goal is to help students to appreciate the nature of sales task, a complex interaction of different solutions unit member, and both political and economic factors that often enter such a purchase decision. Case (see also the B case, UVA-M-0471) documents the procurement decision-making process used by the Los Angeles to get a light rail cars for Metro. The case traces the process of bidding and end the final decision. "Hide
by Lane Crowder, Robert Spekman Source: Darden School of Business 19 pages. Publication Date: August 28, 1996. Prod. #: UV6481-PDF-ENG
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