Skip to main content
SpringerLink
Log in
Book cover

Proceedings of the 1995 World Marketing Congress pp 310–319Cite as

American and French Industrial Services Buying Behavior : An Experimental Study

  • Conference paper

  • 1845 Accesses

Abstract

The paper deals with the cultural dimension of business-to-business relationships in the buying behavior of industrial services. Based on a literature from the fields of industrial, services and international marketing, hypotheses were developed aiming at testing in an experimental study the convergence thesis of industrial services buying behavior in France and the United States in terms of importance given to product and service decision criteria in the stage of tender offer. Data were collected from 170 French and 192 American managers and analysed by ANOVA in a 2 X 2 factorial design (French vs. American national culture ; Buyer vs. Seller professional culture). As expected, results are consistent with a partial convergence thesis due to a convergence of product attributes evaluations between the two countries, but to some specifics of French service attributes evaluations.

This is a preview of subscription content, log in via an institution.

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   129.00
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Hardcover Book
USD   169.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • - ADLER, N. J. (1991), International dimensions of organizational behavior. 2nd ed., Boston, Kent.

    Google Scholar 

  • - ALEXANDER, C. S., H. J. BECKER (1978). "The use of vignettes in survey research", Public Opinion Quarterly, 93-104.

    Google Scholar 

  • - AXELSSON, B. (1989), "Purchasing as Resource Management", Proceedings of the 5th IMP Conference, Penn State, (September), 87-93.

    Google Scholar 

  • - BADOT, O., B. COVA (1992), Le néo-marketing, ESF éditeur, Paris.

    Google Scholar 

  • - BECKER, H., D. J. FRITZSCHE (1987), "Comparison of the ethical behavior of American, French and German managers", Columbia Journal of World Business, n_22 (Winter), 87-95.

    Google Scholar 

  • - BERRY, L. L., A. PARASURAMAN (1991), Marketing Services : Competing Through Quality, The Free Press, New York.

    Google Scholar 

  • - BERRY, J. W., Y. H. POORTINGA, M. H SEGALL, P. R., DASEN (1992), Cross-cultural psychology : research and applications, Cambridge, Cambridge University Press.

    Google Scholar 

  • - BONOMA, T. V., W. J. JOHNSTON (1978), "The Social Psychology of Industrial Buying and Selling", Industrial Marketing Management, n_17, 213-224.

    Google Scholar 

  • - BRAUDEL, F. (1987), Grammaire des civilisations, Paris, Flammarion.

    Google Scholar 

  • - CATEORA, P. R. (1983), International marketing. 5th edition, Homewood, I11., Richard D. Irwin.

    Google Scholar 

  • - CHUN, K.T., J.B. CAMPBELL, J. HAO (1974), "Extreme response style in cross-cultural research : a reminder", Journal of Cross-Cultural Psychology, n_5, 464-480.

    Google Scholar 

  • - COVA, B. (1990), "Marketing international de projets : un panorama des concepts des techniques", Revue Française du Marketing, n_127-128, 9-37.

    Google Scholar 

  • - COVA, B., R. SALLE (1991), "Buying Behaviour in European and American Industry : Contrasts", European Management Journal, Vol. 9, n_4, (December), 433-436.

    Article  Google Scholar 

  • - COVA, B., R. SALLE (1992), "La modélisation du comportement d'achat industriel : panorama des nouveaux courants de recherche", Recherche et Applications en Marketing, Vol. 7, n_2, 83-106.

    Article  Google Scholar 

  • - DALE, B. G., R. H. POWLEY (1985), "Purchasing practices in the United Kingdom : a case study", Journal of Purchasing and Material Management, (Spring), 26-33.

    Google Scholar 

  • - DAY, E., H. C. BARKSDALE (1992), "How Firms Select Professional Services", Industrial Marketing Management, n_21, 85-91.

    Google Scholar 

  • - DE BANVILLE, E., J. J. CHANARON (1990), "Les relations d'approvisionnement", in : Du Fordisme au Tovotisme ?, La Documentation française, n_7/8, (février).

    Google Scholar 

  • - DOUGLAS, S. P., C. S. CRAIG (1983), International marketing research, Prentice-Hall.

    Google Scholar 

  • - DWYER, F. R., P. H. SCHURR, S. OH (1987), "Developing Buyer-Seller Relationships", Journal of Marketing, Vol. 51 (April), 11-27.

    Article  Google Scholar 

  • - ENGLAND, G., A. R. NEGANDHI, B. WILPERT (1981), "Organizational functioning in a cross-cultural perspective". Kent, OH, Comparative Administrative Research Institute.

    Google Scholar 

  • - FISHER, G. (1980), International negotiation : a cross-cultural perspective, Washington, DC, Intercultural Press.

    Google Scholar 

  • - FRANCIS, J. N. (1991). "When in Rome ? The effects of cultural adaptation on intercultural business negotiations", Journal of International Business Studies, n_22, 403-428.

    Google Scholar 

  • - GEERTZ, C. (1973), The interpretation of cultures, New York, Basic Books.

    Google Scholar 

  • - GHYMN, K-I. (1990), "Import purchasing decision behavior : a study of U.S. and South Korean import managers", Proceedings of the 6th IMP annual conference, Milano, September, 507-514.

    Google Scholar 

  • - GILL, R. W. T. (1979), "The in-tray (in-basket) exercise as a measure of management potential", Journal of Occupational Psychology, n_52, 185-197.

    Google Scholar 

  • - GOODENOUGH, W. H. (1971), Culture, language and society, Reading, MA, Addison-Wesley.

    Google Scholar 

  • - GRONROOS, C. (1989), "Defining Marketing : A Market Oriented Approach", European Journal of Marketing, Vol. 23, n_ 1, 13-24.

    Article  Google Scholar 

  • - GUEHENNO, J. M. (1993), La fin de la Démocratie, Flammarion.

    Google Scholar 

  • - GUMMESSON, E. (1987), "The New Marketing : Developing Long-Term Interactive Relationships", Long Range Planning, Vol. 20, n_ 4, 10-20.

    Article  Google Scholar 

  • - HAKANSSON, H. (1982), International Marketing and Purchasing of Industrial Goods : An Interaction Approach, John Wiley and Sons, Chichester.

    Google Scholar 

  • - HALL, E. T., M. R. HALL (1987), Hidden differences : doing business with the Japanese, New York, Anchor.

    Google Scholar 

  • - HALL, E. T., M. R., HALL (1990), Understanding cultural differences, Yarmouth, Maine, Intercultural Press.

    Google Scholar 

  • - HALL, E. T. (1959). The silent language, New York, Doubleday.

    Google Scholar 

  • - HALL, M. C, C. P. RAO (1990), "An integrated investigation of buying situations, buyer-seller interactions, and overall perceived risk in organizational buyer behavior", Proceedings of the 6th I.M.P. annual conference, Milano, September, 515-533.

    Google Scholar 

  • - HOFSTEDE, G. (1980), "Motivation, leadership and organization : do American theories apply abroad ?", Organizational Dynamics, Vol. 9, n_ 1, 42-62.

    Article  Google Scholar 

  • - JALLAT, F. (1993), "Innovation Management, Market Orientation and Performance in the Consumer Service Sector : an Empirical Research", World Marketing Congress Proceedings, vol. 6, 109-114

    Google Scholar 

  • - KEESING, R. (1974), "Theories of culture", Annual Review of Anthropology, n_ 3, 73-97.

    Google Scholar 

  • - KIM, D-K. (1989), "The impact of traditional Korean values on Korean patterns of management", in D-K. Kim, L. Kim (eds.), Management behind industrialization : readings in Korean business, Seoul, Korea Press University, 133-160.

    Google Scholar 

  • - LEIRIS, M. (1988), Cinq études d'ethnologie, Paris, Denoèl Gonthier.

    Google Scholar 

  • - LINTON, R. V. (1945), The cultural background of personality, New York, Appleton Century.

    Google Scholar 

  • - MATTSON, L. G. (1985), "An Application on Network Approach to Marketing : Defending and Changing Market Position", in : Changing the Course of Marketing : Alternative Paradigms for Widening Marketing Theory, JAI Press Inc.

    Google Scholar 

  • - MOORE, S. A., B. B. SCHLEGELMILCH (1994), "Improving Service Quality in an Industrial Setting", Industrial Marketing Management, n_ 23, 83-92.

    Google Scholar 

  • - MORRIS, M. H., D. L. DAVIS (1992), "Measuring and Managing Customer Service in Industrial Firms", Industrial Marketing Management, n_ 21, 343-353.

    Google Scholar 

  • - PASCALE, R. T. (1978), "Communication and decision making across cultures : Japanese and American comparisons", Administrative Science Quarterly, n_ 21, (March), 91-110.

    Google Scholar 

  • - PLUMMER, J. T. (1977), "Cross-cultural differences among consumers from different countries", Journal of Advertising, (Summer), 10-11.

    Google Scholar 

  • - PRAS, B., J. C. TARONDEAU (1981), Comportement de l'acheteur, Paris, Editions Sirey.

    Google Scholar 

  • - PRIME, N. (1994), "Culture, temps, négociation commerciale : le cas des représentations du temps et de la négociation des délais de livraison dans cinq pays f Allemagne. Corée. Etats-Unis. France. Tunisie)", Thèse de Doctorat ès Sciences de gestion, E.S.A., Université Pierre Mendès-France, Grenoble.

    Google Scholar 

  • - PUTO, C. P., W. E. III PATTON, R. H. KING (1985), "Risk handling strategies in industrial vendor selection decisions", Journal of Marketing, n_ 49, 89-98.

    Google Scholar 

  • - ROCHEFORT, R. (1993), "La crise de la consommation est une crise de l'immatériel", Le Monde, 6 juillet.

    Google Scholar 

  • - SALLE, R., H. SILVESTRE (1992), Vendre à l'industrie : Approche stratégique de la relation Business to Business, Editions Liaisons.

    Google Scholar 

  • - SECHREST, L., T. FAY, S. M. H. ZAIDI (1972), "Problems of translation in cross-cultural research", Journal of Cross-Cultural Psychology, n_ 3, 41-56.

    Google Scholar 

  • - SHANAHAN, J. B. (1985), "Service Adjuncts : Conceptual Tool for Service Marketers", in : "Services Marketing in a Changing Environment", T. M. BLOCH, H. R. BLOCK, G. D. UPAH, V. A. ZEITHAML, A.M.A. Proceedings Series, Chicago, Illinois, 33-35.

    Google Scholar 

  • - SHARMA, D. D. (1991), International Operations of Professional Firms, Student Litteratur, Lund, Sweden.

    Google Scholar 

  • - TÖRNROOS, J. A., K. E. MÖLLER (1990), "Cultural aspects in the development of international buyer-seller relationships", Proceedings of the 6th IMP annual conference, Milano, September.

    Google Scholar 

  • - TÖRNROOS, J. A., A. BONACCORSI, D. DALLI (1993), "Theoretical approaches in understanding cross-cultural business interaction in industrial markets", Proceedings of the 22nd European Marketing Academy annual conference, Barcelona, May 25-28, 1417-1448.

    Google Scholar 

  • - TRICE, H. M., J. M. BEYER (1993), The cultures of work organizations, Englewood Cliffs, NJ, Prentice-Hall.

    Google Scholar 

  • - TSE, D. K., K. LEE, I. VERTINSKI, D. A. WEHRUNG (1988), "Does culture matter ? A cross-cultural study of executives' choice, decisiveness and risk adjustment in international marketing", Journal of Marketing, n_ 52, (October), 81-95.

    Google Scholar 

  • - TURNBULL P. W., J. P. VALLA (1986), Strategies for International Industrial Marketing, Croom Helm.

    Google Scholar 

  • - USUNIER, J. C. (1993), International marketing : a cultural approach, Englewood Cliffs, NJ, Prentice-Hall.

    Google Scholar 

  • - WILLIAMSON, O.E. (1975), Markets and hierarchies, New York, The Free Press.

    Google Scholar 

  • - ZAX, M., S. TAKASHI (1967), "Cultural influences on response style : comparison of Japanese and American college students", Journal of Social Psychology, n_ 71, 3-10.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Paris Graduate School of Management, Melbourne, Australia

    Nathalie Prime & Frédéric Jallat

Authors
  1. Nathalie Prime
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Frédéric Jallat
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. Monash University, Melbourne, Victoria, Australia

    K. Grant

  2. Monash University, Melbourne, Victoria, Australia

    I. Walker

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Academy of Marketing Science

About this paper

Cite this paper

Prime, N., Jallat, F. (2015). American and French Industrial Services Buying Behavior : An Experimental Study. In: Grant, K., Walker, I. (eds) Proceedings of the 1995 World Marketing Congress. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17311-5_46

Download citation

Publish with us

Policies and ethics

Search

Navigation