Why U.S. firms don't buy from Latin American companies

Saghafi, Massoud M.; Varvoglis, Fanis; Vega, Tomás

doi:10.1016/0019-8501(91)90019-c

Cited by 5 publications

(5 citation statements)

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“…In fact, this research reinforces the importance of the concept of place marketing to both business and consumers. Saghafi et al (1991) identified the lack of knowledge and promotion as the lowest ranked attribute of Latin American products by US buyers. For this reason trade organizations and governmental agencies should promote products and industries not only within national boundaries, but also abroad.…”

Section: Managerial Implicationsmentioning

confidence: 99%

The effect of COO on retail buyers’ propensity to trial new products

Reardon

Vianelli

Miller

2017

IMR

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Purpose – The purpose of this paper is to theorize country-of-origin (COO) to be important to retail buyers in making purchase decisions. However, this question has not been addressed in the literature and leaves a\ud critical gap in determining how COO ultimately affects consumer purchase options. Design/methodology/approach – Retail buyer behavior is empirically tested with both premium and value brands from Italy. A sample retail buyers was taken from a LexisNexis database and provided 205 completed surveys. Construct scales were taken from existing literature and tested using composite reliability. SEM was used to analyze the data. Findings – Results showed that retail buyers are affected by COO; that low involvement purchases are not differentially affected compared to high involvement; product typicality enhances likelihood of purchase and this typicality is more important for high involvement goods. Practical implications – Retail buyers are affected by COO and will make product choices for their stores accordingly. Companies should be aware of this and take it into consideration to strengthen their acceptance by retail buyers. Trade organizations within countries may consider advertising approaches to distinguish themselves and stimulate positive COO among retail buyers. Originality/value – This is the first time that retail buyer behavior has been studied with regard to COO effects using consumer models. Results showed that use of these models is more appropriate than only using industrial buying models. Retail buyers are found to indeed be affected by COO, which in turn influence buying choices for consumers and offerings from retailers

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Section: Managerial Implicationsmentioning

confidence: 99%

The effect of COO on retail buyers’ propensity to trial new products

Reardon

Vianelli

Miller

2017

IMR

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“…These articles concentrate mainly on a broader basis such as a country, region, or industry, rather than on a specific company. Some of the different signs of quality used are set standards, by country or region (Timbers, 1992;Schindler et al, 1991), pricing policies of both companies and countries (Flavey, 1989), packaging and origin labelling (Flavey, 1989;Van To, 1990), and subjective indicators such as professional contacts and word of mouth (Min and Galle, 1991;Saghafi et al, 1991).…”

Section: Quality Indicators On An International Basismentioning

confidence: 99%

“…Rottenberg and Yandle (1988) question the validity of this information because it depends on the effectiveness of the government involved and the trust that a purchaser places in the government inspection and labelling systems. Saghafi et al (1991) suggest another problem in origin labelling that affects a country's reputation. In a survey completed by 304 purchasing executives in international firms, the researchers found that nearly 50 per cent purchased from Latin America.…”

Section: Quality Indicators On An International Basismentioning

confidence: 99%

“…Many government sources and private sources, such as Price Waterhouse, exist from which to obtain general information on trade groups and specific countries. A study by Saghafi et al (1991) shows that products in Latin America are not perceived by purchasing managers as highquality products. Prices were found to be the best attribute perceived by the managers surveyed.…”

Section: Latin Americamentioning

confidence: 99%

“…Many of the articles concentrate on a plan or strategy that a firm could use when purchasing from and selecting suppliers overseas (Carter and Narasimhan,1990;Thompson, 1990;Hahan et al, 1990;Ellram, 1990). Only a few of recent articles focused exclusively on the problems of quality in the LDC countries (Falvey, 1989;Forker, 1990;Van To, 1990;Saghafi et al, 1991).…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Supplier selection in developing countries: a model development

Motwani

Youssef²,

Kathawala³

et al. 1999

Integrated Manufacturing Systems

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This paper attempts to fill a void in supplier selection research by developing a model for sourcing and purchasing in an international setting, particularly in developing countries. The emphasis of this model is to reduce the uncertainty of quality from these countries by not only determining quality through the standard avenues of selection such as ranking, rating, and comparison strategies, but by also looking in depth at the region and country involved as a supply source. International, regional, and country-specific regulations on exports are included as sources of information regarding quality of products from developing countries.

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Evaluation of foreign products by US international industrial buyers

Saghafi¹,

Puig²

1997

Journal of Business &Amp; Industrial Marketing

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Evaluates the perception of US industrial purchasers of products of industrialized countries and major Latin American nations. Shows that price is the only perceived strength of Latin American products while quality and delivery variables constitute the perceived core competency of products manufactured in advanced economies. Japan leads the world in perceived positive product attributes. Even industrial buyers who have never purchased from Latin America perceive the products of the region as technologically‐inferior and price‐superior compared to products made in advanced countries. Proposes that country‐of‐origin cue is still an important factor in industrial purchase decisions.

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Why U.S. firms don't buy from Latin American companies

Cited by 5 publications

References 0 publications

The effect of COO on retail buyers’ propensity to trial new products

The effect of COO on retail buyers’ propensity to trial new products

Supplier selection in developing countries: a model development

Evaluation of foreign products by US international industrial buyers

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