Which country does it come from? A review of Business-to-Business Purchase Decision Making Process

¹ Business Management Program, Faculty of Business and Economics, Petra Christian University, Jl. Siwalankerto 121–131, Surabaya 60236 Indonesia.
² Faculty of Business and Economics, University Pendidikan Sutan Idris, Tanjong Malim, Perak Darul Ridzuan 35900, Malaysia

^* Corresponding author: dhyah@peter.petra.ac.id

Abstract

Previous researches show that the country of origin’s image of Chinese products tends to be negative. However, the data shows that business-to-business (B2B) purchases of Chinese products in Indonesia are higher than purchases of products from other countries that are considered to have a better reputation. This research aims to study how the country of origin’s image plays a role in B2B purchase decision-making process of Chinese products. This research was conducted on B2B consumers who had bought production machines from China. The data obtained in this study are data from two companies of different sizes to be able to see differences and similarities in what factors concern purchases of Chinese production machines. Data is taken from the owners and managers of the two companies involved in the B2B purchasing decision making process. The two companies have also been buying and using Chinese production machines for more than one year so that they can provide information about product advantages and disadvantages. The results showed that the country of origin image was not a significant consideration in the B2B purchasing decision making process. The main factor to be considered is the ability of suppliers to provide products and services according to company needs