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This is an attempt to apply the stages of internationalization model to investigate the export behavior of firms in Singapore. The study has identified existing exporters or pre‐exporters by stage of development in which they belong. The factors that distinguish one stage from another were investigated and our findings show that there are statistically significant differences that differentiate one stage from another. On the basis of these differences, we conclude that there are public policy implications and therefore we make recommendations that firms be classified by the stage of their internationalization and that appropriate aid packages be made for firms by the stage of their international development.

Owing to the complexity of the task and the risks inherent in it, the effectiveness of any organizational buying decision largely depends on the information available for the decision‐makers’ use. Within any typical organization, flow of the information needed in the decision‐making process is influenced by the gatekeepers – the people who link the organization with the outside environment. However, despite the important role played by these people, not much is known about their behavior. This research makes an attempt to study gatekeeping behavior and examine factors which may influence this behavior.

Prior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long‐term relationships between buyers and sellers. Good relational exchanges can lead to higher product quality and better coordination with the suppliers. As such, the purpose of this article is to explain how the change of these relationships over time is critical to successful purchasing, especially in understanding the factors that influence the relational change.

Three mini case studies are presented as an attempt to capture the subtle development of buyer‐seller relationships in the Asian printed circuit board industry. The approach used in this paper is to treat the relationship development as a process through time using Ford's model from 1980. Ford's model is appropriate as it allows the examination of time effects in relationships, factors influencing the change and the implications of having close linkages.

Initial results suggest that technological, social, time and actual distances, other than the quality of the relationships, can impact relationship development.

The results of this study suggest that buyers should consider carefully the influence of the geographical proximity of suppliers. As such, buyers could seek the services of personnel or departments who are more attuned to the supplier's local culture.