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Profiles of Internet Buyers in 20 Countries: Evidence for Region-Specific Strategies


  • Patrick D Lynch

    (Institute for Strategic Change)

  • John C Beck

    (Institute for Strategic Change)


The prospect of an emerging global Internet consumer entices many internationalizing organizations as it would enable standardization of Internet strategies on a worldwide basis. A sample of advanced Internet users from 20 countries shows differences in beliefs, attitudes, perceptions, and Internet buying behavior depending on user experience, and home country or region. There were important differences after controlling for social, cultural and macro-economic variables. Implications for a regional approach to global e-commerce strategies are discussed.© 2001 JIBS. Journal of International Business Studies (2001) 32, 725–748

Suggested Citation

  • Patrick D Lynch & John C Beck, 2001. "Profiles of Internet Buyers in 20 Countries: Evidence for Region-Specific Strategies," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 32(4), pages 725-748, December.
  • Handle: RePEc:pal:jintbs:v:32:y:2001:i:4:p:725-748

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    Cited by:

    1. Patricia R. Loubeau & Robert Jantzen & Elitsa Alexander, 2014. "Profiles And Preferences Of On-Line Millenial Shoppers In Bulgaria," Economic Review: Journal of Economics and Business, University of Tuzla, Faculty of Economics, vol. 12(1), pages 63-79.
    2. Yamin, Mohammad & Sinkovics, Rudolf R., 2006. "Online internationalisation, psychic distance reduction and the virtuality trap," International Business Review, Elsevier, vol. 15(4), pages 339-360, August.
    3. Bartikowski, Boris & Taieb, Besma & Chandon, Jean-Louis, 2016. "Targeting without alienating on the Internet: Ethnic minority and majority consumers," Journal of Business Research, Elsevier, vol. 69(3), pages 1082-1089.
    4. Doern, Rachel R. & Fey, Carl F., 2006. "E-commerce developments and strategies for value creation: The case of Russia," Journal of World Business, Elsevier, vol. 41(4), pages 315-327, December.
    5. Reuber, A. Rebecca & Fischer, Eileen, 2011. "International entrepreneurship in internet-enabled markets," Journal of Business Venturing, Elsevier, vol. 26(6), pages 660-679.
    6. Fritz, Wolfgang & Dees, Heiko, 2004. "Die Standardisierung des internationalen E-Marketing von Handelsunternehmen: Erste Ergebnisse eines Forschungsprojekts," Working Papers 04/01, Technische Universität Braunschweig, Institute of Marketing.
    7. Puck, Jonas F & Mohr, Alexander T & Holtbrügge, Dirk, 2006. "Cultural convergence through web-based management techniques? The case of corporate web site recruiting," Journal of International Management, Elsevier, vol. 12(2), pages 181-195, June.
    8. Glavas, Charmaine & Mathews, Shane, 2014. "How international entrepreneurship characteristics influence Internet capabilities for the international business processes of the firm," International Business Review, Elsevier, vol. 23(1), pages 228-245.
    9. Daniel Belingher & Cantemir Adrian Calin, 2011. "The Behaviour Of The Digital Consumer," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 2, pages 26-33, May.

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