A large proportion of world's trade revolves around
a long list of industrial products which are pruchased
by industrial buyers. Although it has been suggested that
the impact of culture on international markets is more
predominant in the consumer goods than industrial goods
(Keegan 1984), little has been done in terms of
understanding other variables besides culture that effect
the international industrial buyer and his/her behavior.
Get full access to this article
View all access options for this article.
References
1.
Anderson, Paul F. and Terry Chambers.1985. "A Reward/ Measurement Model of Organization Buying Behavior." Journal of Marketing49 (Spring): 7-25.
2.
Banting, Peter M., David Ford, in collaboration with Andrew C. Gross, and George Holmes.1985. "Generalizations from a Cross-National Study of the Industrial Buying Process." International Marketing Review2 (Winter): 64-74.
3.
Bass Bernard M., Philip C. Burger, Robert Doktor, and Geraldn V. Barr .1979. Assessment of Managers: An International Comparison. New York: The Free Press.
4.
Bilkey, Warren J. and Erik Nes.1982. "Country of Origin Effects on Product Evaluation." Journal of International Business Studies13 (Spring/ Summer): 89-95.
5.
Bonoma, Thomas V.1982. "Major Sales: Who Really Does the Buying?" Harvard Business Review60 (May-June): 111-19.
6.
______, Richard P. Bagozzi, and Gerald Zaltman.1978. "The Dyadic Paradigm with Specific Application to Industrial Marketing." In Organizational Buying Behavior . Eds. Thomas. V. Bonama and Gerald Zaltman.Chicago : American Marketing Association.
7.
______, Gerald Zaltman, and Wesley L. Johnston.1977. Industrial Buying Behavior. Cambridge, MA: Marketing Science Institute.
8.
Cray, David.1984. "Control and Coordination in Multi-National Corporation ." Journal of International Business Studies15 (Fall)-: 85-98.
9.
Day, George S.1984. Strategic Market Planning: The Pursuit of Competitive Advantage. St. Paul, Minnesota: West Publishing Co.
10.
Farley, John U., James M. Hulbert, and David Weinstein .1980. "Price Setting and Volume Planning by Two European Industrial Companies: A Study and Comparison of Decision Process." Journal of Marketing44 (Winter): 46-54.
11.
Hakansson, H. (Ed.) 1982. International Marketing and Purchasing of Industrial Goods: An Interaction Approach. New York: John Wiley and Co., Inc.
12.
Hall, Edward T.1969. The Hidden Dimension. Garden City, New York: Double Day and Co., Inc.
13.
______ 1973. The Silent Language. Garden City, New York: Double Day and Co., Inc.
14.
______ 1976. Beyond Culture. Garden City, New York : Anchor Press.
Kirpalani, Vishnu H.1985. International Marketing. New York: Random House Business Division.
17.
Lee, J.A.1966. "Cultural Analysis in Overseas Operations." Harvard Business Review44 (March-April): 106-14.
18.
Lehmann, D.R. and J. O'Shaughnessy .1974. "Difference in Attribute Importance for Different Industrial Products. Journal of Marketing38 (April): 36-42.
19.
Levitt, Theodore.1983. "The Globalization of Markets." Harvard Business Review61 (May-June): 92-102.
20.
MacGregor, Robert M.1983. "Wallace's Theory of Culture and Personility: A useful guide to understanding Persons' Behavior." In Managing the International Marketing Function. Ed. Erdener Kaynak.Nova Scotia: Mt. Saint Vincent University.
21.
Miller, J., K. Davis, WH. Staehle, N. Sasaki, and J. Faison .1979. "Studies on Values, Goals and Decision Making: A Critical Evaluation." In Organizational Functioning in a Cross-Cultural Perspective. Eds. G.W England, A.R. Negandhi, and Berhard WilpertOhio: Kent State University Press.
22.
Murray, Alex J. and David L. Blenkhorn .1983. "Organizational Buying Process in North America and Japan." International Marketing Review2 (Winter): 55-633.
23.
Negandhi, Anant R.1987. International Management. Boston : Allyn & Bacon.
24.
Peters, Thomas J. and Robert H. Waterman Jr.1982. In Search of Excellence . New York: Harper and Row Publishers, Inc.
25.
Petrock F. and Victor Gamboa.1976. "Expectancy Theory and Operant Conditioning: A Conceptual Comparison." In Concepts and Controversies in Organizational Behavior. Ed. Walter R. Nord.California: Goodyear Publishing Company, Inc.
26.
Plummer, Joseph T1977. "Consumer Focus in Cross-National Research." Journal of Advertising6 (Spring): 5-15.
27.
Porter, Lyman W. and Edward E. Lawler .1968. Management Attitudes and Performance. Homewood, IL: Irwin .
28.
Ricks, David A.1983. Big Business Blunders. Homewood, IL : Dow Jones-Irwin.
29.
Robinson, Patrick J., Charles W. Farris and Yoram Wind.1967. Industrial Buying and Creative Marketing . Boston: Allyn and Bacon.
30.
Samli, A. Coskun.1968. "Critical Problems and Data Needs in International Marketing Research." Business and Economic Dimensions4 (January): 9-15.
31.
and Erdener Kaynak. 1984. "Marketing Practices in Less-Developed Countries ." Journal of Business Research12 (Spring): 5-18.
32.
and JohnT. Mentzer.1981. "A Model for Marketing In Economic Development ." The Columbia Journal of World Business16 (Fall): 91-101.
33.
Sheth, Jagdish N.1973. "A Model of Industrial Buyer Behavior." Journal of Marketing37 (October): 50-6.
34.
and S. Prakash Sethi.1977. "A Theory of Cross-Cultural Buyer Behavior." In Consumer and Industrial Buyer Behavior, Eds. Arch G. Woodside, Jagdish N. Sheth, and Peter D. Bennett.New York : North Holland.
35.
Spekman, Robert E. and Louis W. Stern.1979. "Environmental Uncertainty and Buying Group Structure: An Empirical Investigation." Journal of Marketing43 (Spring): 54-64.
36.
Wallace, Anthony F.C.1964. Culture and Personality. New York: Random House.
37.
Webster, Frederick E. Jr. and Yoram Wind.1972. "General Model for Understanding Organizational Buying Behavior." Journal of Marketing36 (April): 12-9.
38.
Wilson, Godfrey and Monica Wilson.1968. The Analysis of Social Change: Based on Observations in Central Africa. England, Cambridge: Cambridge University Press.
39.
Wind, Yoram.1971. "A Reward Balance Model of Buying Behavior in Organizations." In New Essays in Marketing Theory. Ed. George FiskBoston : Allyn and Bacon.
40.
and Robert J. Thomas.1980. "Conceptural and Methodological Issues in Organizational Buying Behavior." European Journal of Marketing15 (5/6): 239-63.
41.
______, Susan P. Douglas and HowardV. Perlmutter.1973. "Guidelines for Developing International Marketing Strategies." Journal of Marketing37 (April): 38-46.
