THE RELATIONSHIP BETWEEN CULTURAL DIMENSIONS AND INTERNATIONAL VENDOR SELECTION CRITERIA

Jerrold Van Winter and Marilyn Liebrenz-Himes

Review of Business and Finance Studies, 2015, vol. 6, issue 1, 1-12

Abstract: International vendor selection has been a lightly researched area of organizational buying behavior. The few studies in the field have examined differences in the importance of vendor selection criteria to purchasers across countries, but did not attempt to identify the potential cause of these differences. The present study surveyed purchasers in the United States and Germany and identified differences in the importance placed on vendor selection criteria factors. The study then took the additional step of examining to see if there was a relationship between these perceived differences and differences in the cultural dimensions of purchasers, a relationship which has been suggested but not tested by earlier studies. A relationship was found between Hofstede’s cultural dimension of uncertainty avoidance and the vendor selection factors of quality, price, vendor reputation, firm characteristics and vendor attitude. In addition, a relationship was found between individualism and the quality, price and vendor attitude factors.

Keywords: International Organization Buyer Behavior; International Vendor Selection (search for similar items in EconPapers)
JEL-codes: M16 M31 (search for similar items in EconPapers)
Date: 2015
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