Marketing to firms in developing asian countries

The Newly Industrialized and Developing Asian countries represent a substantial and growing market for capital goods and for industrial components. Industrial buyer behavior among firms in these countries is different from that exhibited by firms in the advanced, industrialized countries. Therefore,...

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Bibliographic Details
Published in:Industrial marketing management 1983-04, Vol.12 (2), p.113-123
Main Author: Wortzel, Lawrence H.
Format: Article
Language:English
Subjects:
Consumer behavior
Development
Exports
Industrial development
Industrial markets
LDCs
Market strategy
Marketing
Product lines
Stages
Studies
Technological
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Summary:The Newly Industrialized and Developing Asian countries represent a substantial and growing market for capital goods and for industrial components. Industrial buyer behavior among firms in these countries is different from that exhibited by firms in the advanced, industrialized countries. Therefore, different marketing strategies are required to penetrate NIC and LDC markets. This article discusses industrial buyer behavior in the NICs and LDCs and makes recommendations for marketing strategies.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(83)90020-2