Importer purchase behavior: Guidelines for Asian exporters
研究美国进口商在三个商品类别中选择亚洲供应商时使用的标准，发现价格和产品质量最重要，其次是准时交货，地理位置和品牌名不重要，为亚洲出口商提供指南。
Exporters from the Asian developing countries face ever increasing competition as they try to penetrate the United States market. To compete successfully, exporters must understand the purchasing behavior of U.S. importers. This article presents the results of an empirical study of the supplier selection criteria used by U.S. importers in three merchandise categories when selecting an Asian supplier. In all three categories, the most important criteria were price and product quality, followed closely by on-time delivery. Geographical location of the seller and seller's brand name were both unimportant in the supplier selection decision. The results offer guidelines for potential exporters who want to penetrate markets in the industrialized countries.