The influence of culture on industrial buying selection criteria in Taiwan and Mainland China

Kuochung Chang*, Cherng G. Ding

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

45 Scopus citations

Abstract

This study investigated the effects of culture on two industrial vendor selection criteria, price and delivery schedule. Hofstede's dimensions and Chinese Culture Connection's Chinese value survey (CVS), two instruments based on different constructs, were used together to represent the cultural characteristics of industrial buyers from Taiwan and Mainland China. The findings indicated that the CVS was more suitable for detecting cultural differences between these two areas and that masculinity, integration, and moral discipline had significant effects on price awards.

Original languageEnglish
Pages (from-to)277-284
Number of pages8
JournalIndustrial Marketing Management
Volume24
Issue number4
DOIs
StatePublished - 1 Jan 1995

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