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Managing Channel Relations in China: An Exploratory Study

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Publicado en:Advances in International Marketing vol. 16 (2006), p. 187
Autor principal: Matthyssens, Paul
Otros Autores: Faes, Wouter
Publicado:
Emerald Group Publishing Limited
Materias:
China
Intercultural communication
Studies
Distribution channels
Exports
Managerial skills
Exporters
Vendor supplier relations
Acceso en línea:Citation/Abstract
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Resumen:This paper focuses on the impact of cultural differences on channel relations between Western suppliers and their Chinese intermediaries. More specifically, it zooms in on the impact of ren quin, bao, guanxi and xinren and how these concepts influence channel leadership management practices of Western exporters. The study applies a qualitative methodology to uncover critical incidents, experiences and practices by both Western exporters and Chinese intermediaries.
ISSN:1474-7979
DOI:10.1016/S1474-7979(05)16008-6
Fuente:ABI/INFORM Global