Importer purchase behavior: Guidelines for Asian exporters

Exporters from the Asian developing countries face ever increasing competition as they try to penetrate the United States market. To compete successfully, exporters must understand the purchasing behavior of U.S. importers. This article presents the results of an empirical study of the supplier sele...

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Bibliographic Details
Published in:Journal of business research 1995, Vol.32 (1), p.41-47
Main Authors: Deng, Shengliang, Wortzel, Lawrence H.
Format: Article
Language:English
Subjects:
Behavior
Exports
Hypotheses
Importers
International trade
LDCs
Market entry
Purchasing
Statistical analysis
Studies
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Summary:Exporters from the Asian developing countries face ever increasing competition as they try to penetrate the United States market. To compete successfully, exporters must understand the purchasing behavior of U.S. importers. This article presents the results of an empirical study of the supplier selection criteria used by U.S. importers in three merchandise categories when selecting an Asian supplier. In all three categories, the most important criteria were price and product quality, followed closely by on-time delivery. Geographical location of the seller and seller's brand name were both unimportant in the supplier selection decision. The results offer guidelines for potential exporters who want to penetrate markets in the industrialized countries.
ISSN:0148-2963
1873-7978
DOI:10.1016/0148-2963(94)00008-3