Cross-National Empirical Generalization in Business Services Buying Behavior

We examine cross-national generalization of the relative importance of factors that affect supplier selection and level of usage for global business services providers. Tests indicate that the majority of the response coefficients for a model of foreign exchange markets are equal across the four countries studied – U.S., Canada, U.K., and Germany. Inter-country differences in buyer response seem most related to competitiveness and identifiable country-specific institutional factors.