The Internationalisation of Importing Companies

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Abstract
Importers make use of two strategies in seeking new suppliers: namely an incremental strategy and an evolutionary strategy. In using an incremental strategy the importers look for new suppliers in the existing buying region in which they are working, although in no way are they confined to this region. In the case of an evolutionary strategy, they seek suppliers within a totally new geographical and cultural region. Importers try as far as is possible to apply an incremental strategy and only when this is no longer viable do they switch to using an evolutionary strategy. Five factors govern the choice of which strategy to employ: responsibility, product prices, knowledge about the buying area, transport system and product quantity.

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