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A relationship model between key problems of international purchasing and the post‐purchase behavior of industrial firms

A relationship model between key problems of international purchasing and the post‐purchase... Purpose – This paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated purchase with modification, repeated purchase without modification and no rebuy. The objective is to develop a conceptual model in the area of international post‐purchase industrial behavior. Design/methodology/approach – Based upon prior research in business marketing, international marketing, international business and intercultural communication, and complemented by an exploratory qualitative approach, the paper proposes a conceptualization of the post‐purchase industrial behavior and of the relationships between cost, logistics, governmental and cultural factors affecting international post‐purchase industrial behavior. Findings – This paper elaborates a conceptual model and research propositions that delineate the relationship between key problems of international purchasing and the post‐purchase behavior of industrial firms. The importance of the cultural factor‐problem is outlined. Originality/value – The value of the paper is to provide an emerging theory for the study of international post‐purchase industrial behavior. The concept of post‐purchasing behavior is explained in the context of international purchasing. Also, the paper provides insights of the effect of culture in international delivery times. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

A relationship model between key problems of international purchasing and the post‐purchase behavior of industrial firms

Journal of Business & Industrial Marketing , Volume 23 (5): 10 – Jun 13, 2008

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Publisher
Emerald Publishing
Copyright
Copyright © 2008 Emerald Group Publishing Limited. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858620810881601
Publisher site
See Article on Publisher Site

Abstract

Purpose – This paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated purchase with modification, repeated purchase without modification and no rebuy. The objective is to develop a conceptual model in the area of international post‐purchase industrial behavior. Design/methodology/approach – Based upon prior research in business marketing, international marketing, international business and intercultural communication, and complemented by an exploratory qualitative approach, the paper proposes a conceptualization of the post‐purchase industrial behavior and of the relationships between cost, logistics, governmental and cultural factors affecting international post‐purchase industrial behavior. Findings – This paper elaborates a conceptual model and research propositions that delineate the relationship between key problems of international purchasing and the post‐purchase behavior of industrial firms. The importance of the cultural factor‐problem is outlined. Originality/value – The value of the paper is to provide an emerging theory for the study of international post‐purchase industrial behavior. The concept of post‐purchasing behavior is explained in the context of international purchasing. Also, the paper provides insights of the effect of culture in international delivery times.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Jun 13, 2008

Keywords: Buying behaviour; Business‐to‐business marketing; Purchasing; Lead times; Buyers; France

References