The Development of Industrial Buyer-Seller Relations in a Chinese Context
Advances in Business Marketing & Purchasing
ISBN: 978-1-78190-858-7
Publication date: 16 August 2014
Abstract
The industrial buyer-seller relational process models from the Eastern and Western worlds have not been combined. The Western world has dominated the development of the models, while there exist only a very limited amount of guanxi development models from the East. This paper is exploratory in nature, focusing on combining the development of these two worlds into one intercultural model. Four case relationships verify the proposed model.
This paper focuses on only one cultural context outside of the West, that is to say, China. In order to justify the model to be completely an intercultural one, research in other cultural contexts is necessary.
Keywords
Acknowledgements
Acknowledgments
The study builds from Kaunonen’s (2010) doctoral dissertation. The author expresses appreciation for her doctoral dissertation supervisor Olavi Uusitalo for all his efforts during the research process. The author thanks the Department of Industrial Management at the Tampere University of Technology, the Doctoral Program in Industrial Engineering and Management, the Finnish Cultural Foundation, and the Foundation for Economic Education for funding her research.
Citation
Kaunonen, A. (2014), "The Development of Industrial Buyer-Seller Relations in a Chinese Context", Advances in Business Marketing & Purchasing (Advances in Business Marketing and Purchasing, Vol. 20), Emerald Group Publishing Limited, Leeds, pp. 93-118. https://doi.org/10.1108/S1069-0964(2013)0000020006
Publisher
:Emerald Group Publishing Limited
Copyright © 2013 Emerald Group Publishing Limited