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Similarities in industrial procurement across four countries |
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| Authors: | Peter Banting David Ford Andrew Gross George Holmes |
| Affiliation: | 1. McMaster University in Canada;2. University of Bath in England;3. Cleveland State University, Cleveland, Ohio, USA;4. University of New South Wales in Australia |
| Abstract: | This article reports on a cross-sectional, longitudinal, and comparative study of industrial buyer behavior. The study points to clear similarities in industrial purchasing between buyers in two industries in four countries. It also shows similarities in results using the same instrument taken in studies several years apart and points to generalizations about the involvement of different departments in the purchase of a variety of product types in different international markets. |
| Keywords: | Address correspondence to: Prof. Andrew C. Gross Department of Marketing Cleveland State University Euclid Avenue at East 24th Street Cleveland OH 44115 USA. |
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