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Cross-National Empirical Generalization in Business Services Buying Behavior

Author

Listed:
  • Douglas Bowman

    (Emory University)

  • John U Farleyn

    (China-Europe International Business School and Dartmouth College)

  • David C Schmittlein

    (University of Pennsylvania)

Abstract

We examine cross-national generalization of the relative importance of factors that affect supplier selection and level of usage for global business services providers. Tests indicate that the majority of the response coefficients for a model of foreign exchange markets are equal across the four countries studied – U.S., Canada, U.K., and Germany. Inter-country differences in buyer response seem most related to competitiveness and identifiable country-specific institutional factors.© 2000 JIBS. Journal of International Business Studies (2000) 31, 667–685

Suggested Citation

  • Douglas Bowman & John U Farleyn & David C Schmittlein, 2000. "Cross-National Empirical Generalization in Business Services Buying Behavior," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(4), pages 667-685, December.
    • Handle: RePEc:pal:jintbs:v:31:y:2000:i:4:p:667-685
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    Citations

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    Cited by:

    1. Jerrold Van Winter & Marilyn Liebrenz-Himes, 2015. "The Relationship Between Cultural Dimensions And International Vendor Selection Criteria," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 6(1), pages 1-12.
    2. Polychronakis, Yiannis E. & Syntetos, Aris A., 2007. "`Soft' supplier management related issues: An empirical investigation," International Journal of Production Economics, Elsevier, vol. 106(2), pages 431-449, April.
    3. Gielens, K. & Dekimpe, M.G., 2004. "How To Seize a Window of Opportunity: The Entry Strategy of Retail Firms into Transition Economies," ERIM Report Series Research in Management ERS-2004-038-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    4. Roth, Martin S. & Money, R. Bruce & Madden, Thomas J., 2004. "Purchasing processes and characteristics of industrial service buyers in the U.S. and Japan," Journal of World Business, Elsevier, vol. 39(2), pages 183-198, May.
    5. Shaikh, Aijaz A. & Karjaluoto, Heikki & Häkkinen, Juho, 2018. "Understanding moderating effects in increasing share-of-wallet and word-of-mouth: A case study of Lidl grocery retailer," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 45-53.
    6. Kim, Hye-Young & Lee, Min-Young, 2010. "Emotional loyalty and share of wallet: A contingency approach," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 333-339.

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