TY - JOUR
T1 - Importer Vendor Choice Behavior
T2 - A Comparative Study
AU - Ghymn, Kyung Il
AU - Jaffe, Eugene D.
PY - 2003
Y1 - 2003
N2 - In the United States, few studies have investigated the organizational buying process of importers. The present study views importer vendor search as proactive rather than passive. A survey of Israeli import managers shows that product variables, such as quality and features, and service variables like on-time delivery are more important than price. These findings were congruent with studies of Australian and Swedish importers. On the other hand, constraints to market entry by exporters to these countries, such as government regulations, import duties and culture showed less congruence, apparently a function of environmental differences
AB - In the United States, few studies have investigated the organizational buying process of importers. The present study views importer vendor search as proactive rather than passive. A survey of Israeli import managers shows that product variables, such as quality and features, and service variables like on-time delivery are more important than price. These findings were congruent with studies of Australian and Swedish importers. On the other hand, constraints to market entry by exporters to these countries, such as government regulations, import duties and culture showed less congruence, apparently a function of environmental differences
KW - Import decision criteria
KW - Import motivation studies
KW - Importer buying behavior
KW - Problems faced by importers
KW - Vendor search behavior
UR - http://www.scopus.com/inward/record.url?scp=1642587658&partnerID=8YFLogxK
U2 - 10.1300/J042v17n01_02
DO - 10.1300/J042v17n01_02
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AN - SCOPUS:1642587658
SN - 0891-1762
VL - 17
SP - 5
EP - 22
JO - Journal of Global Marketing
JF - Journal of Global Marketing
IS - 1
ER -