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Similarities in Industrial Procurement Across Four Countries
Industrial Marketing Management
  • Peter Banting
  • David Ford
  • Andrew C. Gross, Cleveland State University
  • George Holmes
Document Type
Publication Date
This article reports on a cross-sectional, longitudinal, and comparative study of industrial buyer behavior. The study points to clear similarities in industrial purchasing between buyers in two industries in four countries. It also shows similarities in results using the same instrument taken in studies several years apart and points to generalizations about the involvement of different departments in the purchase of a variety of product types in different international markets.
Citation Information
Banting, P., Ford, D., Gross, A., & Holmes, G. (1985). Similarities in industrial procurement across four countries. Industrial Marketing Management, 14(2), 133-144. doi:10.1016/0019-8501(85)90051-3