Co‐ordination of international channel relationships: four case studies in the food industry in China
Abstract
Examines the pattern of relationships between foreign manufacturing firms and local third‐party distributors and the effective management and co‐ordination of supplier‐distributor relationships in China. Case studies of four foreign‐funded food manufacturers in China have been conducted. Different distributorship and styles of relationship management have been identified in each firm. Major relational constructs examined include channel conflicts and relationships, power sources and relational outcomes. Nine propositions have been derived from the findings. Research and managerial implications have also been discussed.
Keywords
Citation
Liu, H. and Po Wang, Y. (1999), "Co‐ordination of international channel relationships: four case studies in the food industry in China", Journal of Business & Industrial Marketing, Vol. 14 No. 2, pp. 130-151. https://doi.org/10.1108/08858629910259008
Publisher
:MCB UP Ltd
Copyright © 1999, MCB UP Limited