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| Author: | Karande, K. Shankarmahesh, M. N. Rao, C. P. |
| Title: | Marketing to public- and private-sector companies in emerging countries: a study of Indian purchasing managers |
| Journal: | Journal of international marketing
1999 : VOL. 7:3, p. 64-83 |
| Index terms: | Purchasing Public sector Public companies Private companies Private sector Emerging markets India |
| Language: | eng |
| Abstract: | The authors state first that existing literature provides little guidance to international managers for selling to public- and private sector companies in emerging countries. This research attempts to fill this gap using the context of India. The study focuses on the criteria used by industrial buyers to evaluate suppliers. Four hypothesis are proposed and tested. It is found that purchasing managers from privae-sector organizations place more importance on economic criteria than dopurchasing managers from public organizations. However, there is no difference in the importance placed on the reliability of the supplier by public and private-sector purchasing managers. |
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