Cross-National Empirical Generalization of a Supplier Selection and Usage Model for Foreign Exchange Services

D. Bowman, J.U. Farley and D.C. Schmittlein

Working Papers from Purdue University, Krannert School of Management - Center for International Business Education and Research (CIBER)

Abstract: This paper tests generalizations across four countries of an industrial marketing model applied to foreign exchange services which banks sell to large corporations. The process by which customers elicit bids from the marketplace, evaluate suppliers, and award business is used in a two-step framework typical for industrial markets: (1) factors important to winning and/or retaining any business (supplier selection) in a context of multiple suppliers; and (2) factors important to growing business volume of a particular supplier (supplier usage).

Keywords: INTERNATIONAL TRADE; MARKETING; SERVICE INDUSTRY (search for similar items in EconPapers)
JEL-codes: F14 L8 M31 (search for similar items in EconPapers)
Pages: 25 pages
Date: 1997
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Persistent link: https://EconPapers.repec.org/RePEc:fth:purkib:97-003

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