Harte-Hanks study homes in on IT decision-making process

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La Jolla, Calif.--Marketers selling information technology are better off targeting decision-makers at the local level rather than the corporate level, according to a study released Monday by Harte-Hanks Inc.

The study, which examined the IT purchase decisions at 227,941 North American business sites in Harte-Hanks' technology database, found local sites account for two of every three technology purchase decisions.

The tendency toward local IT purchasing decisions is most pronounced for systems and server purchases, where 72% of the business sites surveyed indicated that these purchases are made locally. Sixty-two percent of PC purchases were made at the local site level, while 61% of phone system decisions and 61% of networking decisions were made at local sites.

Separately, Harte-Hanks Inc. announced the promotion of Lisa Hamilton to director, data analytics. She was previously VP-general manager, New York, for the CRM analytics unit.

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