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The Relationship Between Cultural Dimensions And International Vendor Selection Criteria

Author

Listed:
  • Jerrold Van Winter
  • Marilyn Liebrenz-Himes

Abstract

International vendor selection has been a lightly researched area of organizational buying behavior. The few studies in the field have examined differences in the importance of vendor selection criteria to purchasers across countries, but did not attempt to identify the potential cause of these differences. The present study surveyed purchasers in the United States and Germany and identified differences in the importance placed on vendor selection criteria factors. The study then took the additional step of examining to see if there was a relationship between these perceived differences and differences in the cultural dimensions of purchasers, a relationship which has been suggested but not tested by earlier studies. A relationship was found between Hofstede’s cultural dimension of uncertainty avoidance and the vendor selection factors of quality, price, vendor reputation, firm characteristics and vendor attitude. In addition, a relationship was found between individualism and the quality, price and vendor attitude factors.

Suggested Citation

  • 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.
    • Handle: RePEc:ibf:rbfstu:v:6:y:2015:i:1:p:1-12
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    References listed on IDEAS

    as
    1. 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.
    2. Daewoo Park & Hema A. Krishnan & Mina Lee, 2012. "A study on global supplier selection decision models," International Journal of Procurement Management, Inderscience Enterprises Ltd, vol. 5(5), pages 627-646.
    3. Neng Liang & Arvind Parkhe, 1997. "Importer Behavior: the neglected Counterpart of International Exchange," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 28(3), pages 495-530, September.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    International Organization Buyer Behavior; International Vendor Selection;

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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