Political activities in the global industrial marketplace


The marketplace in which firms operate is becoming increasingly global in nature. Current research focuses on comparative themes (e.g., cross-cultural/cross-national attitude and behavior differences) relevant to consumer markets. However, there is a noticeable lack of research dealing with issues directly related to industrial firms. The purpose of this study is to compare the level of trade barriers experienced by industrial goods and industrial service firms, and the tactics used to deal with these barriers, in the global market. The results show: (1) industrial service firms experience higher levels of politically based impediments in their global operations than do industrial goods firms, (2) industrial service firms attach higher levels of importance to firm-level political behaviors to deal with these impediments, and (3) the political activities emphasized by industrial service firms are significantly different from those emphasized by industrial goods firms. © 2000 Elsevier Science Inc. All rights reserved.

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Industrial Marketing Management