International Marketing Review: Volume 2 Issue 4

COMPARATIVE CONSUMER AND INDUSTRIAL BUYING PSYCHOLOGY

Hans B Thorelli

This is a very special issue of the International Marketing Review. It is, in effect, a sampler of the symposium on comparative research held under the auspices of Division 23…

PRODUCT INFORMATION: SEARCH AND SATISFACTION THE PRC, OVERSEAS CHINESE AND THAILAND

Hans B Thorelli

Confined to samples of middle‐class consumers in the PRC (1981) and Thailand (1974) this comparative study included questions concerning awareness, attitudes and experiences of…

SEARCH BEHAVIOUR OF FRENCH AND ENGLISH CANADIANS IN AUTOMOBILE PURCHASE

Thomas E Muller, Christopher Bolger

To determine whether French and English Canadians had different information search patterns prior to automobile purchase, 210 buyers of 1983 and 1984 Ford and Toyota automobiles…

ETHNIC DIFFERENCES IN REACTIONS TO CHILDREN'S ADVERTISING

Chin Tiong Tan, Catherine Ngui

A printed advertisement was shown to dyads of mother‐child subjects of Chinese, Malay and Caucasian origins. The analysis showed that after seeing the advertisement the groups…

MATERIALISM AND STATUS APPEALS IN JAPANESE AND US PRINT ADVERTISING

Russell W Belk, Richard W Pollay

Content analyses of US and Japanese magazine advertisements featuring products and services in a home setting reveal several significant differences over time and support…

ASIAN IMPORTERS' PERCEPTIONS OF AMERICAN MANUFACTURERS

Charles F Keown

Twenty‐eight importers from the five “dragons” in Asia (Japan, South Korea, Taiwan, Singapore and Hong Kong) were interviewed about their problems in doing business with American…

ORGANISATIONAL BUYING PROCESSES IN NORTH AMERICA AND JAPAN

J Alex Murray, David L Blenkhorn

Traditional North American supplier‐manufacturer behaviour functions on a channel control model with a competitive bid posture dominating the relationship. The arrival of Japanese…

GENERALISATIONS FROM A CROSS‐NATIONAL STUDY OF THE INDUSTRIAL BUYING PROCESS

Peter M Banting, David Ford, Andrew C Gross, George Holmes

This article focuses on one key aspect of industrial buying behaviour, namely the buying process itself. Using a common questionnaire, a large sample of respondents in Australia…

SUPPLIER CHOICE STRATEGIES IN INDUSTRIALISED NATIONS

Arch G Woodside, Elizabeth J Wilson

The hypothesis is supported that substantial similarities exist in supplier choice strategies across industrialised nations. The nine studies reviewed indicate that a four‐step…