International industrial buyer behavior: An exploration and a proposed model

Samli, A. Coskun; Grewal, Dhruv; Mathur, Sanjeev Kumar

doi:10.1007/bf02723312

Cited by 24 publications

(19 citation statements)

References 11 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Existing findings in the negotiation environment category refer to market structure, degree of dynamism, degree of market internationalization, and the social system. Samli, Grewal, and Mathur (1988) integrated all these environmental factors in an industrial buying behavior model. In this context, they analyze, for example, the influence of variables like economic conditions, the supply and demand structure, the availability of information, and the underlying type of market, on the negotiating companies' bargaining position.…”

Section: Content Analysismentioning

confidence: 99%

What do we know about buyer–seller negotiations in marketing research? A status quo analysis

Herbst¹,

Voeth²,

Meister³

2011

Industrial Marketing Management

View full text Add to dashboard Cite

Section: Content Analysismentioning

confidence: 99%

What do we know about buyer–seller negotiations in marketing research? A status quo analysis

Herbst¹,

Voeth²,

Meister³

2011

Industrial Marketing Management

View full text Add to dashboard Cite

“…Importers not only must evaluate procurement risks associated with product and vendor performance, as in any domestic sourcing decision, but they must also be concerned with risks that accrue from factors related to the country of origin. For example, among the thirty-four overseas sourcing decision variables identified by Samli, Grewal, and Mathur (1988), thirteen are related directly to countries of origins (e.g., governmental and cultural factors).…”

Section: Buying Contextsmentioning

confidence: 99%

Judgmental heuristics in overseas vendor search and evaluation: A proposed model of importer buying behavior

Liang¹,

Stump²

Getting Better at Sensemaking

View full text Add to dashboard Cite

This article identifies the implicit importer buying behavior model that is suggested by import decision studies and reviews contextual factors that distinguish international sourcing from its domestic counterpart. W e then discuss the major shortcomings of the implicit model, namely, the failure to take into account the cognitive processes that influence vendor search and evaluation patterns. Drawing on the cognitive psychology and artificial intelligence literatures, this paper proposes an alternative model of importer buying behavior that explicitly accounts for the use of cognitive heuristics and presents a series of testable research propositions. Theoretical and managerial implications are also discussed.

show abstract

“…Industrial buying models concentrate on relationships that influence the process of decision making. Samli et al, (1988) In his theory of buyer behavior, Sheth (1981) (Figure 2.2) believes the buyer behaves both as a consumer of products and as an agent or representative of an organization with specific responsibilities. Sheth includes five constnjcts in an organizational model of retail buyer behavior.…”

Section: Theories Of Buyer Behaviormentioning

confidence: 99%

“…The model for retail buyer behavior proposed in this research (Figure 2.3) combines the Samli et al, (1988) model (Figure 2.1) with its international component and the Sheth (1981) (Samli, Grevval, & Mather. 1988).…”

Section: A Proposed Model For Retail Buyer Behaviormentioning

confidence: 99%

“…Each of the major sections of the model (individual retail buyer, individual factors, the organization, customer needs and wants, supplier accessibility, choice calculus, the decision making process, and the buying decision) are discussed as they impact the two central components oi" the model, the individual buyer and the decision making process at the market. Constructs borrowed from the Sheth model (1981) and the Samli et al (1988) model are outlined in different graphics according to the key. Components with no graphics are original to the proposed model.…”

Section: A Proposed Model For Retail Buyer Behaviormentioning

confidence: 99%

See 1 more Smart Citation

Process modeling of US retail craft buyer decision making

Brown

View full text Add to dashboard Cite

Operational Deflnitions 6 Organization of the Dissertation 7 CHAPTER 2: REVIEW OF LITERATURE 8 Research Perspectives 8 Theories of Buyer Behavior 9 A proposed model for retail buyer behavior 9 The individual retail buyer 11 Individual factors 14 The organization 15 Customer needs and wants 16 Supplier accessibility 16 Choice calculus The decision making process at craft shows Performance outcomes Consumer process and choice models 20 The Buying Function 21 Buyer relationships within the wholesale market 23 Relationship between buyer and vendor 24 Apparel Buyer Research Buyer job content Decision making criteria across merchandise categories Small apparel store performance Summary of Buyer Literature CHAPTER 3: METHOD Researcher Preparation Stage I Mail Survey Sample selection Questionnaire Telephone screening 36 Mailing procedure 38 iv Stage II Telephone Interviews 39 Sample selection 40 Interview schedule 40 Interview procedure 41 Analysis 43 Survey 43 Interviews 44 CHAPTER 4: CONTEXTUAL ENVIRONMENT FOR THE STUDY 47 Small Business in the United States 47 Craft Buyers and Their Businesses 49 Business description Perceptions of target customers Product mix and craft media The typical retail craft buyer Craft Buyer Behaviors and Attitudes Business strategies Personal qualities and characteristics Selection of a wholesale market Influences to purchase craft Style of shopping the market Uncertainty Selecting a vendor Summary of factor analysis CHAPTER 5: QUALITATIVE ANALYSIS OF BUYER BEHAVIOR 69 Individual Perspective Buyer ideology 71 Life experiences with craft 71 Perspectives 75 Aesthetic beliefs 80 Personal aesthetics 80 Value 82 Meaning in culture 85 Design components 87 Production factors 90 Relationships 95 Vendors 95 Market partners 100 Customers 103 Business Environment 106 Internal conditions 106 Tracking inventory 106 Finances 107 V Retail competition 109 Perceptions of responsibilities 111 Salability 114 Affordability 114 Assortment 114 Environment of risk 115 Store environment 116 Consumer response 118

show abstract

International industrial buyer behavior: An exploration and a proposed model

Cited by 24 publications

References 11 publications

What do we know about buyer–seller negotiations in marketing research? A status quo analysis

What do we know about buyer–seller negotiations in marketing research? A status quo analysis

Judgmental heuristics in overseas vendor search and evaluation: A proposed model of importer buying behavior

Process modeling of US retail craft buyer decision making

Contact Info

Product

Resources

About