Baxter healthcare: evolution from ASAP to ValueLink in the hospital supplies marketplace

The Analytical Systems Automated Purchasing (ASAP) system developed by the American Hospital Supply Corporation (AHSC) in the early 1960s is one of the best-known, most often-cited strategic information systems. However, the knowledge and strategic implications of ASAP are scattered across varying sources. The authors describes ASAP in terms of two general evolutionary phases. The first phase includes the company´s attempts to experiment with and assimilate innovative business practices developed by field sales representatives working with hospital customers. The second phase- distinguished by a redefined relationship between Baxter and its customers, as well as a fundamental shift in technology away from dedicated, customer-supplier, electronic order entry and towards a multivendor electronic infrastructure-is now emerging