Selling to Libraries vs. Selling to Users

On an academic campus, the consumer of licensed scholarly information products is usually not the buyer and does not make purchasing decisions. If your sales reps aren’t careful about respecting that distinction, they can get themselves into hot water fast.

Libraries Receive Shrinking Share of University Expenditures

Over the past three decades, the research library has been receiving a smaller proportion of the university budget. Does this trend reflect the failure of library administrators and the declining relevance of libraries? Or does it tell the story of self-control and growing efficiency against a backdrop of spiraling higher education costs?