Willingness of American industrial buyers to source internationally

Abstract Individual buyers appear to dominate buying situations involving rebuys and associated supplier selection. This article reports on factors thought to have an impact on decisions of purchasing professionals to source internationally. Results reveal country stereotyping in terms of industrialized vs. developing countries, reliance on personal experience, and compliance with top management's perceived interests among the decision rules used by buyers to reduce perceived risk. The findings also suggest the importance of foreign suppliers' establishing warehouses or sales offices in the United States. Further, the study suggests that international purchasing is not used as a competitive tool by a majority of American firms.

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