Willingness of American industrial buyers to source internationally

Article Abstract:

The factors that influence the decision making of purchasing professionals to source internationally are identified. Dependence on personal experience and tendency to satisfy the perceived interests of top management are found to be among the decision rules employed in minimizing perceived risk. The status of a country, whether it is an industrialized or developping one, is likewise found to influence purchasing agents' decision. It is also found that the possession of US warehouses or sales offices by the foreign suppliers is another determinant. Lastly, it is discovered that most US firms do not use international purchasing as a competitive tool.

International aspects, Business-to-business market, Business to business market, Purchasing agents

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Visitor and exhibitor interaction at industrial trade fairs

Article Abstract:

Interaction between visitors and exhibitors at industrial trade fairs (TF) has largely been ignored by researchers despite the crucial role it plays in the success of these events. Research results on the behavior of visitors were gathered and integrated from many sources and implications were drawn for the exhibitors. A model of visitor-exhibitor interaction is then developed. Lastly, it is argued that a broader network perspective should be used in addressing trade fairs.

Trade shows

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Framing information to enhance corporate reputation: The impact of message source, information type, and reference point

Article Abstract:

A study to investigate the effect of three information characteristics, the message source, information type, and reference point, on the stakeholderEs attitude towards the firm is done. Results have an important implication on the managers, demonstrating that reputation can be the target of a firmEs active management and not merely a positive reflection of the firm.

Influence, Information management, Corporate growth, Industry growth, Information accessibility, Reputation

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