Cultural examination of purchase decision in the industrial market a research in the corrugated paper industry

It is argued that the cultural basis of the purchasing decision in industrial markets is examined and positive psychological capital also plays a role in making the purchasing decision in this relationship. Hofstede' cultural dimensions play a significant role in the purchasing decision of industrial products, and positive psychological capital also plays a role in this relationship. The main purpose of the research conducted in this context is to examine the purchasing decision of corrugated cardboard manufacturers operating in the industrial market on the basis of cultures and to determine whether positive psychological capital has a role in making the purchasing decision. The research was carried out on experts in the purchasing departments of corrugated cardboard companies operating in 48 countries. 385 pieces of data collected by questionnaire technique were analyzed with statistical package programs. First of all, the validity and reliability of the scales were ensured. Afterwards, explanatory factor analyzes of the scales were performed. Finally, regression analyzes were conducted to test the hypotheses of the research. As a result of the research; culture dimensions have been found to significantly affect industrial purchasing decisions. Secondly it was found that culture dimensions significantly affected positive psychological capital levels. Finally, positive psychological capital levels significantly affect industrial purchasing decisions. This result shows that the fact that the corrugated cardboard producers and users serving in industrial markets attach importance to the role of culture in sales and purchasing processes in international markets has an impact on their success in commercial activities. In this existing relationship, positive psychological capital ensures the successful conclusion of the industrial purchasing decision. Keywords: Hofstede Dimensions of Culture, Industrial Purchase Decision, Positive Psychological Capital.