Focusing on relationship dimensions to improve the quality of Chinese-Western business-to-business exchanges

Dorothy A. YEN, Qionglei YU, Bradley R. BARNES*

*Corresponding author for this work

Research output: Journal PublicationsReview articleBook reviewpeer-review

35 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)889-899
Number of pages11
JournalTotal Quality Management and Business Excellence
Volume18
Issue number8
Early online date12 Oct 2007
DOIs
Publication statusPublished - Oct 2007
Externally publishedYes

Keywords

  • Guanxi
  • International relations
  • Relational exchange
  • Relationships

Fingerprint

Dive into the research topics of 'Focusing on relationship dimensions to improve the quality of Chinese-Western business-to-business exchanges'. Together they form a unique fingerprint.

Cite this