Please use this identifier to cite or link to this item: http://buratest.brunel.ac.uk/handle/2438/8976
Title: Analyzing stage and duration of Anglo-Chinese business-to-business relationships
Authors: Yen, DA
Barnes, BR
Keywords: Buyer-seller relationships;Business-to-business marketing;China;Taiwan
Issue Date: 2011
Publisher: Elsevier
Citation: Industrial Marketing Management, 40(3), 346 - 357, 2011
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.
Description: This is the post-print version of the final paper published in Industrial Marketing Management. The published article is available from the link below. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. Copyright @ 2010 Elsevier B.V.
URI: http://www.sciencedirect.com/science/article/pii/S0019850110001380
http://bura.brunel.ac.uk/handle/2438/8976
DOI: http://dx.doi.org/10.1016/j.indmarman.2010.08.003
ISSN: 0019-8501
Appears in Collections:Business and Management
Brunel Business School Research Papers

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