This article focuses on similarities and differences in the perception of companies in the United States (7 cases in New York State) and Europe (5 cases from Belgium) on global purchasing opportunities and on how they react to these. It addresses two questions. First, what forces drive companies to engage in international purchasing? Seemingly basic issues such as price, quality and availability appear to be the three most important elements in this respect. Second, how do organisations organise for international purchasing in terms of configuration of actors and activities and their use of intermediaries such as brokers or agents? Findings indicate that the ways companies are organised run parallel on both sides of the Atlantic. However, we find that the New York State cases rely much more on intermediaries for their international purchasing activities than Belgian companies do.

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Journal of Purchasing & Supply Management
Erasmus Research Institute of Management

Quintens, L., Matthyssens, P., & Faes, C. (2005). Purchasing internationalisation on both sides of the Atlantic. Journal of Purchasing & Supply Management, 11(2-3), 57–71. doi:10.1016/j.pursup.2005.10.003