Offer quality: perceptual differences between Australian rock lobster exporters and Japanese rock lobster importers

Abstract

An empirical examination of the perceived difference in product offer quality between WA rock lobster exporters and their respective Japanese importers revealed that consistent quality, a willingness to provide market information and a willingness to meet importer's immediate needs were the most important variables influencing an importer's decision to purchase. While both importers and exporters agreed that delivering consistent quality was the most important variable, exporters ranked competitive price much higher than importers. Results demonstrate that WA exporters have an opportunity to add value to their product offer by providing continuous product support, market information and being able to respond better to importers immediate needs.