| Автор | Liu, Hong |
| Автор | Wang, Yen Po |
| Дата выпуска | 2000 |
| dc.description | AbstractThis paper empirically examines the relationship between inter-firm channel relationships, influence strategies and suppliers' performance. A survey of 103 foreign partners from Sino-foreign joint ventures in the food industry in China shows that channel relationships have a major positive effect on supplier's channel performance. While the influence strategy of “threats” is negatively related to supplier's channel performance and channel relationships, “suggestive litigation” has a positive influence on performance, on the contrary to findings in Western countries. Although a business relationship with an emphasis on “legal effect” is not desired on the part of distributors, it enhances channel relationships. The influence strategy of “request” as a Western phenomenon does not work well in China, and has an inverse effect on channel relationships. Implications for practitioners and researchers are discussed. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Interfirm Channel Relationships, Influence Strategies and Performance in China |
| Тип | research-article |
| DOI | 10.1300/J130v04n03_07 |
| Print ISSN | 1068-6061 |
| Журнал | Journal of Transnational Management Development |
| Том | 4 |
| Первая страница | 135 |
| Последняя страница | 152 |
| Аффилиация | Liu, Hong; China Business Centre, Manchester Business School, Booth Street West |
| Аффилиация | Wang, Yen Po; Manchester Business School |
| Выпуск | 3-4 |
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