Yen, D.A. and Barnes, B.R. (2011) Analyzing stage and duration of Anglo-Chinese business-to-business relationships. Industrial Marketing Management, 40 (3). pp. 346-357. ISSN 0019-8501
Abstract
The manuscript reports on a study aimed at analyzing a series of relational variables derived from the Western industrial buyer-seller relationship and Chinese guanxi literature. The findings based on data collected from over 200 Taiwanese trading firms reveal that buyer's perceptions of organizational trust, communication, cooperation, social bonding and the saving of face are higher in Anglo-Chinese relationships that venture beyond the short-term. It is also found that cooperation, social bonding and performance are greater in those b2b relationships surveyed that are relatively more mature than in emerging states. The findings also reveal that relationship duration and stage have a significant moderating effect on various Inter-organizational and Interpersonal-Outcome relationships. Several managerial implications are extracted to help Western firms better manage their international relations, as well as help new exporting firms penetrate such well-established guanxi networks.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2010 Elsevier Inc. This is an author produced version of a paper subsequently published in Industrial Marketing Management. Uploaded in accordance with the publisher's self-archiving policy. Article available under the terms of the CC-BY-NC-ND licence (https://creativecommons.org/licenses/by-nc-nd/4.0/). |
Keywords: | Buyer–seller relationships; Business-to-business marketing; China Taiwan |
Dates: |
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Institution: | The University of Sheffield |
Academic Units: | The University of Sheffield > Faculty of Social Sciences (Sheffield) > Management School (Sheffield) |
Depositing User: | Symplectic Sheffield |
Date Deposited: | 18 Nov 2019 16:42 |
Last Modified: | 18 Nov 2019 16:42 |
Status: | Published |
Publisher: | Elsevier |
Refereed: | Yes |
Identification Number: | 10.1016/j.indmarman.2010.08.003 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:152476 |