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Focusing on Relationship Dimensions to Improve the Quality of Chinese–Western Business-to-Business Exchanges

Yen, Dorothy and Yu, Q. and Barnes, B.R. (2007) Focusing on Relationship Dimensions to Improve the Quality of Chinese–Western Business-to-Business Exchanges. Total Quality Management and Business Excellence, 18 (8). pp. 889-899. ISSN Print 1478-3365 Online 1478-3391

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Abstract

The article reports on a number of items that have been assembled to compare business relationships involving Western and Chinese counterparts. Whilst the extant buyer–seller and channel management literature has tended to focus on Western or Chinese relational forms in isolation, an attempt has been made here to broaden our understanding by providing a comparative overview of these two perspectives. By focusing on several key items that appear significant, yet may also imply different forms of relevance in a Chinese and Western context, several managerial implications are extracted, and these are considered useful in the quest to help firms improve the quality associated with managing and developing such hybrid international relations.

Item Type: Article
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Uncontrolled Keywords: Guanxi, international relations, relational exchange, relationships, business relationships
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
J Political Science > JZ International relations
Divisions: Academic Departments > Worcester Business School
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Depositing User: Dorothy Yen
Date Deposited: 17 Feb 2010 11:48
Last Modified: 09 Dec 2014 15:22
URI: https://eprints.worc.ac.uk/id/eprint/635

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