International supplier selection: The relevance of import dependence

Abstract

In drawing attention to certain important gaps in the importing literature, the paper reports on a systematic investigation of international supplier selection criteria of UK distributor firms trading with US exporting manufacturers of industrial products. In this framework, an attempt is made to explore the existence of dimensions underlying overseas supplier selection criteria and identify potential differences in perceptions of such choice criteria based upon the degree of import dependence. The findings point to the crucial role of certain product offer and supplier characteristic elements in influencing import decision making pertaining to foreign supplier selection. A number of significant differences are found to exist in international supplier selection criteria between different groups of firms in terms of import dependence. The findings have important implications for exporters and public policy makers concerned with export promotion. The limitations of the study, alongside suggestions for future research, are also discussed. © 1996 by The Haworth Press, Inc. All rights reserved.