Journal of Business & Industrial Marketing: Volume 22 Issue 2

Business‐to‐business negotiating in China: the role of morality

Jamal A. Al‐Khatib, Stacy M. Vollmers, Yusin Liu

The purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation…

Securing network legitimacy in China's telecommunication market

Brian Low, Wesley J. Johnston, Jennifer Wang

The purpose of this paper is to establish the importance and approaches in securing an organization's legitimacy from the network community of customers, suppliers and…

Buyer‐supplier relationship dissolution: the Chinese context

Andrew D. Pressey, Xin Xuan Qiu

This paper aims to examine the characteristics of buyer‐supplier relationship dissolution in China.

Marketing and business performance of construction SMEs in China

Yiming Tang, Paul Wang, Yuli Zhang

This study aims to examine the association between a number of variables pertaining to marketing strategy and business performance of small construction firms in Tianjin, China.

Business‐to‐business marketing as a key factor for increasing service revenue in China

Heiko Gebauer, Chunzhi Wang, Bernold Beckenbauer, Regine Krempl

This study seeks to examine how Chinese culture affects business‐to‐business marketing strategies and service revenue in manufacturing companies.

Huawei Technologies Corporation: from local dominance to global challenge?

Brian Low

The paper aims to identify the challenges faced by Huawei Technologies, China's biggest telecommunications equipment manufacturer, as it makes the transition from an…

Executive summary and implications for managers and executives

Business-to-business marketing practices in China

Brian Low