Social networks and referrals in international organizational buying of travel services: the role of culture and location.

摘要: Summary Most channels for the marketing of services are very short-delivery is product. In corporate travel business, however, agent intermediaries used to source what often large purchases services. What role word-of-mouth referrals in process and how does it vary across national/cultural boundaries, this case, Japan U.S.? With data collected from companies both countries, social network analysis applied examine go about sourcing their business Results indicate that culture has more impact than location (foreign vs. domestic) referral process.