Abstract
While there is a great need, there is a general paucity of research dealing with inter-country studies in organizational behavior literature. This is especially so with regard to comparing the organizational buyers in diverse socio-economic and industrial settings. This paper analyzes and reports differences and similarities between the American and the Indian industrial buyers with regard to their °choice criteria’ in selecting vendors. Similarities and differences between the two groups of industrial buyers were statistically analyzed across sixty four vendor attributes and two product buying situations -- standard and special.
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References
For a recent comprehensive review of organizational buyer behavior literature see: Wind, Yoram and Robert J. Thomas (1980), “Conceptual and Methodological Issues in Organizational Buying Behavior,” European Journal of Marketing, Vol. 14 (May–June), pp. 239–263.
Sheth, Jagdish N., (1977), “Recent Developments in Organizational Buying Behavior", in Arch G. Woodside et. al., (Eds.) Consumer and IndustrialBuying Behavior, (New York: North Holland) pp. 17–34.
One research study which compared the British and the American purchasing agents was by: Lehmann, D.R., and O’Shaughnessy, J., “Difference in Attribute Importance for Different Inustrial Products,’ Journal of Marketing, 38 (April, 1974), pp. 36–42.
Thomas, Robert J., “Managing Cross-cultural Differences in Organizational Buying Behavior: Implications for Industrial Marketing Strategy,” Proceedings, World Marketing Congress, Halifax, Nova Scotia, Canada, 1983, p. 449.
Ibid., p. 460
The studies consulted are: Dickson, Gary W. (1966), “An Analysis of Vendor Selection System and Decisions,” Journal of Purchasing, II, No. 1, (February, pp. 5–17; Rao, C.P. and G.E. Kiser (1974);Perceptual Differences and Similarities of Vendor Attributes Between Purchasing and Non-purchasing Executives", Journal of Purchasing, (August), pp. 16–29; Rao, C.P. and G.E. Kiser (1977), “Important Vendor Factors in Industrial and Hospital Organizations A Comparison,” Industrial Marketing Management, (August), pp. 289–296; Klass Betrand, (1961), “What Factors Affect Industrial Buying Decisions?", Industrial Marketing, XLVI (May), pp. 33–35.
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Rao, C.P., Rosenberg, L.J., White, R. (2015). Industrial Buyer ‘Choice Criteria’ Under Diverse Industrial Settings. In: Bahn, K. (eds) Proceedings of the 1988 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17046-6_26
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DOI: https://doi.org/10.1007/978-3-319-17046-6_26
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