Diferenças no processo decisório de compradores de diferentes culturas

Abstract

This study focuses on the cultural differences between buyers from different countries and how they can affect the buying decision. As a research subject were used corporate buyers of importers of packaging in Brazil, Argentina, Chile and the United States. This work has the objective to understand which the most influential factors are in the buying process of different cultures in the packaging sector. To fulfill this, based on the theoretical framework, it designed a questionnaire with 21 questions, where we got 32 questionnaires answered (about 25% of the studied company customers). Overall, the results helped to identify the factors that most affect the studied buyers are those related to the environment and helped in the development of strategies for sellers interested in developing new markets where the study was conducted.