IDEAS home Printed from
   My bibliography  Save this article

Word-of-mouth referral sources for buyers of international corporate financial services


  • Money, R. Bruce


Managing word-of-mouth promotion for corporate or commercial services has received little research attention, even less in an international context--surprising given the growth and importance of services in the global economy. This study explores the issue of who does the referring of financial services in the world's two largest economies: the U.S. and Japan. Decision makers in both locations who made the initial financial services purchase for 48 Japanese and American companies were interviewed regarding whom they used as a referral source. A total of 13 different types of sources were identified and grouped into four categories. The dominant type of referral source used was the "insider" (headquarters, partner, investor) for both Japanese and American companies, especially in a foreign market. Otherwise, the Japanese buyers of services used more of a variety of sources than did the Americans in both foreign and domestic locations. General implications for marketers of financial services in the U.S. and Japan are discussed.

Suggested Citation

  • Money, R. Bruce, 2000. "Word-of-mouth referral sources for buyers of international corporate financial services," Journal of World Business, Elsevier, vol. 35(3), pages 314-329.
  • Handle: RePEc:eee:worbus:v:35:y:2000:i:3:p:314-329

    Download full text from publisher

    File URL:
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    1. Walsh, James P. & Wang, ErPing & Xin, Katherine R., 1999. "Same bed, different dreams: working relationships in Sino--American joint ventures," Journal of World Business, Elsevier, vol. 34(1), pages 69-93, April.
    2. Yale, Laura J. & Gilly, Mary C., 1995. "Dyadic perceptions in personal source information search," Journal of Business Research, Elsevier, vol. 32(3), pages 225-237, March.
    Full references (including those not matched with items on IDEAS)


    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    Cited by:

    1. Leila Hurmerinta-Peltomäki & Niina Nummela, 2006. "Mixed methods in international business research: A value-added perspective," Management International Review, Springer, vol. 46(4), pages 439-459, August.
    2. 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.
    3. Mingzhou Yu & Fang Liu & Julie Anne Lee, 2019. "Consumers’ responses to negative publicity: the influence of culture on information search and negative word-of-mouth," Journal of Brand Management, Palgrave Macmillan, vol. 26(2), pages 141-156, March.
    4. Mark Bowden & Stuart McDonald, 2008. "The Impact of Interaction and Social Learning on Aggregate Expectations," Computational Economics, Springer;Society for Computational Economics, vol. 31(3), pages 289-306, April.

    More about this item


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:worbus:v:35:y:2000:i:3:p:314-329. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Haili He). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.