Purchase Decision Case Study

Business Objective:

An ATM manufacturer needed to understand the purchase decision process of financial institutions when buying ATM's.

Research Objective:

CMI was engaged to identify the factors important in the marketplace as well as to understand companies' decision-making processes.

Methodology:

Several case studies were completed through a combination of methodologies, including one-on-one interviews, dyads, triads, and mini-groups with bank decision-makers.  Research was conducted in the United States, Canada, and Mexico.

The Result:

The results from the research enabled the company to better educate and equip their sales force with information to help them be more successful and serve each client more effectively.