International industrial buyer behavior: An exploration and a proposed model

  • A. Coskun Samli
  • Dhruv Grewal
  • Sanjeev K. Mathur


A large proportion of world’s trade revolves around a long list of industrial products which are pruchased by industrial buyers. Although it has been suggested that the impact of culture on international markets is more predominant in the consumer goods than industrial goods (Keegan 1984), little has been done in terms of understanding other variables besides culture that effect the international industrial buyer and his/her behavior.


International Market Corporate Culture Buyer Behavior International Business Study International Marketing 
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Copyright information

© Academy of Marketing Science 1988

Authors and Affiliations

  • A. Coskun Samli
    • 1
  • Dhruv Grewal
    • 1
  • Sanjeev K. Mathur
    • 1
  1. 1.Virginia Polytechnic Institute & State UniversityUSA

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