search query: @author Vernon-Wortzel, H. / total: 3
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| Author: | Vernon-Wortzel, H. Wortzel, L. H. Deng, S. |
| Title: | Do neophyte exporters understand importers? |
| Journal: | Columbia Journal of World Business
1988 : WINTER, VOL. 23:4, p. 49-56 |
| Index terms: | EXPORTING IMPORTING CONSUMER BEHAVIOUR USA |
| Language: | eng |
| Abstract: | To be successful, exporters must understand how buyers identify and select suppliers. This empirically based study identifies and analyzes the supply selection criteria and information sources USA importers use. It then compares these criteria with the perceptions of suppliers from one developing country, the People's Republic of China (PRC) and analyzes differences between USA importers' choices. While exporters' perceptions may be idiosyncratic to exporters from the PRC, they strongly reflect the PRC buyers' environment and organization culture. Thus, these results support the more general proposition that neophyte exporters' perception reflect their home country's business environment and culture. |
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