How managers make sourcing decisions about low cost regions: Insights from perceptual mapping

Arnold Maltz, Joseph R. Carter, Elliot Maltz

Research output: Contribution to journalArticlepeer-review

10 Scopus citations

Abstract

This exploratory study combines in-depth interviews with survey data from sourcing managers to provide insights into the evaluation process used in deciding whether a particular country or region is a good sourcing option. Using the survey data we construct a multidimensional perceptual map of sourcing managers' perceptions of low cost regions. As expected, we find that cost and reliability are key criteria used by sourcing managers, but other factors such as intellectual property protection also come into play. Thus, the evaluation process seems to be more nuanced than typically portrayed in the literature, and these nuances have direct implications for marketing and regional development professionals in low cost regions.

Original languageEnglish (US)
Pages (from-to)796-804
Number of pages9
JournalIndustrial Marketing Management
Volume40
Issue number5
DOIs
StatePublished - Jul 1 2011

Keywords

  • Developing markets
  • Integration
  • Marketing
  • Purchasing
  • Sourcing

ASJC Scopus subject areas

  • Marketing

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