Perceptual differences in offer quality between Western Australian rock lobster exporters and Japanese rock lobster importers

An empirical examination of the perceived differences in offer quality between Western Australian rock lobster exporters and their respective Japanese importers reveals that consistent quality, a willingness to provide market information and a willingness to meet importers” 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. This suggests that Western Australian exporters may benefit from adding greater value to their product offer by providing continuous product support, timely market information and responding better to importers' immediate needs, rather than attempting to compete on price against lower cost producers.