Organizational Buying Behaviour in the Gulf

Abstract

The Gulf States (Saudi Arabia, Kuwait, United Arab Emirates, Oman Bahrain and Qatar) represent a major global market accounting for 26 per cent of European exports, 22 per cent of Japanese exports, 27 per cent of South East Asian exports, and 14 per cent of US exports. Despite this importance comparatively little interest has been shown in buyer behaviour in the Gulf States. Based on extensive research and direct experience a number of salient differences between western models of organizational buying behaviour and actual practice are identified and give rise to specific recommendations for marketing strategy in the region.

Citation

Baker, M.J. and Abu‐Ismail, F. (1993), "Organizational Buying Behaviour in the Gulf", International Marketing Review, Vol. 10 No. 6. https://doi.org/10.1108/02651339310051614