Cultural Distinctions between the Countries and Differences in Level of Development of Regions in the Same Country: What It Is More Important for Sales on В2В Markets?

Anastasii Klimin, Dmitrii Tikhonov and Katsiariyna Izbash
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Anastasii Klimin: Peter the Great St.Petersburg Polytechnic University, Saint Petersburg, Russia
Dmitrii Tikhonov: Peter the Great St.Petersburg Polytechnic University, Saint Petersburg, Russia
Katsiariyna Izbash: Peter the Great St.Petersburg Polytechnic University, Saint Petersburg, Russia

Marketing Science & Inspirations, 2015, vol. 10, issue 3, 46-57

Abstract: There is a hypothesis, that in modern conditions on sales on В2В markets it is easier to seller to interact with potential buyers from the different countries with different cultural but equal socio-economic level of development, than with buyers in the same country with equal cultural, but different regional socio-economic level of development. For example, in sales of the industrial equipment, computer programs, it is easier to seller to find common language with buyers from Vienna, Chicago or Moscow, than with buyers from Moscow and a small Russian town. From the point of view of communications in B2B sales, the difference in level of social and economic development of region becomes more important, than cultural distinctions between the countries. The similar hypothesis can be put forward also for purchases. It is easier to buy the B2B goods and services in regions of one social and economic level of development in the different countries, than in regions of a different social and economic level of development in the same country. Possibly, given phenomena are characteristic not for all countries and not all branches. How much cultural distinction between the countries it is more important than distinctions in level of social and economic development of regions in the same country? Whether is differentiation in economic level of development of regions a basis of cultural distinctions in the country? How much the urbanization level of the countries influences cultural distinctions between the countries and on cultural distinctions in the same country?

Keywords: B2B markets; sale; cultural and regional differences; Russian regions (search for similar items in EconPapers)
JEL-codes: M31 (search for similar items in EconPapers)
Date: 2015
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