Managing Channel Relations in China: An Exploratory Study

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Бібліографічні деталі
Опубліковано в::	Advances in International Marketing vol. 16 (2006), p. 187
Автор:	Matthyssens, Paul
Інші автори:	Faes, Wouter
Опубліковано:	Emerald Group Publishing Limited
Предмети:	China Intercultural communication Studies Distribution channels Exports Managerial skills Exporters Vendor supplier relations
Онлайн доступ:	Citation/Abstract
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Опис
Короткий огляд:	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
Джерело:	ABI/INFORM Global