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Volume :1 Issue : 1 1993      Add To Cart                                                                    Download

Information Sources for Organizational Buying Decisions in American and Egyptian Companies: A Comparative Study

Auther : Ahmed I. Ghoneim

This study is one a series of organizational buying behavior in a cross-cultural research program initiated a few years ago at ISBM, Penn State University. The study compares some aspects of organizational buying behavior regarding the search for suppliers in two different cultures the- USA and Egypt. The main focus is to find out and compare (1) What information sources are consulted by organizational buyers when making certain purchasing decisions. (2) Why certain information sources are selected, i.e. what source characteristics attract organizational buyers in certain purchasing situations. Implications for both international marketing management and marketing theory are highlighted. Results suggest some similarities between organizational buying behaviors. Therefore, there is a possibility for theory transfer across the two cultures. Yet, there is a long way to go before these ideas can be generalized as this study should be continually replicated and extended unit we get systematically consistent results.

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