Importer Vendor Choice Behavior: A Comparative Study

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