The Role Of Guanxi In Buyer Seller Relationships In China

Author : Hualiang Lu
Publisher : BRILL
Page : 239 pages
File Size : 47,8 Mb
Release : 2023-08-28
Category : Business & Economics
ISBN : 9789086866021

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The role of Guanxi in buyer-seller relationships in China by Hualiang Lu Pdf

"Using social, organisational and economic theories, this book develops an integrated research framework to demonstrate the effects of Chinese traditional guanxi networks on modern business relationships and market performance. It also compares the effects of guanxi networks between upstream and downstream partnerships and between traditional and high-value market outlets. It is recognised that quality and safety issues are the major constraints for Chinese vegetables entering into international markets. Primary producers face several bottlenecks such as small production scales, lack of market information and low negotiation power which leads to their exclusion by high-value market outlets such as supermarkets and international markets. Processing and exporting companies, on the other hand, experience instable delivery and inconsistent quality supply. As a result, they remain low-cost exporters in a low-quality segment of international markets. Different solutions for small-scale vegetable farmers, processing companies, exporting companies, and supermarkets in optimising their business performance are also covered. This book is of interest to professionals and practitioners involved in the design, management and assessment of national and international supply chains for perishable products in particular in transition economies."

Author : Hualiang Lu
Publisher : Unknown
Page : 252 pages
File Size : 44,5 Mb
Release : 2007
Category : Agriculture
ISBN : 9085046653

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The Role of Guanxi in Buyer-seller Relationships in China by Hualiang Lu Pdf

Author : Erdener Kaynak,Y.H. Wong,Thomas Leung
Publisher : Routledge
Page : 244 pages
File Size : 46,5 Mb
Release : 2013-10-31
Category : Business & Economics
ISBN : 9781135188184

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Guanxi by Erdener Kaynak,Y.H. Wong,Thomas Leung Pdf

Develop a network of successful business relationships in China!This systematic study of the Chinese concept of guanxi--broadly translated, ”personal relationship” or ”connections”--offers a comprehensive social and professional model for doing business in China. In addition to a clear analysis of the origins and meanings of this vital concept, Guanxi: Relationship Marketing in a Chinese Context empowers you with practical tools for establishing guanxi in order to facilitate successful business relationships. Guanxi is based on an original research study as well as the authors’twenty years of experience of doing business in China. Their understanding of the implications of face, favor, reciprocity, honor, and interconnectedness--all vital parts of guanxi--will enable you to understand the unstated assumptions of Chinese business culture. Moreover, the book discusses the legal implications of guanxi as well as cultural expectations.This valuable handbook offers a wealth of information on guanxi: case studies of guanxi in action managerial implications of saving face and reciprocity measuring guanxi quality and performance indicators step-by-step instructions for building guanxi detailed strategies for penetrating the Chinese market Guanxi is an indispensable tool for anyone wanting to do business in China, for students of international business or Chinese culture, and for scholars interested in international business culture.

Author : Arch G. Woodside,Roger Baxter
Publisher : Emerald Group Publishing
Page : 390 pages
File Size : 53,7 Mb
Release : 2013-07-10
Category : Business & Economics
ISBN : 9781781908587

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Deep Knowledge of B2B Relationships Within and Across Borders by Arch G. Woodside,Roger Baxter Pdf

The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships.

Author : Christian Fischer,Monika Hartmann
Publisher : CABI
Page : 288 pages
File Size : 45,6 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781845936426

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Agri-food Chain Relationships by Christian Fischer,Monika Hartmann Pdf

Against the background of global market liberalization, increasing consumer awareness and concerns and the spreading of complex technology, new ways to produce, distribute and consume food are evolving. The organization of agricultural production and distribution systems need to adapt, including the development and maintenance of sustainable business relationships between farmers, food processors and grocery retailers. While agricultural value chains have been promoted for decades, more attention is needed on how to enable economic agents to develop lasting relationships and trust within value chains. Using qualitative and quantitative empirical results, Agri-food Chain Relationships offers an insight into the sustainability of current agribusiness relationships and discusses how these may be improved. Theoretical foundations for analysing agri-food chain relations are considered alongside case studies of different countries, food chains and chain stages regarding the issues of sustainable relationships and trust.

Author : Kaveh Sheibani
Publisher : Tadbir Institute for Operational Research, Systems Design, and Financial Services
Page : 346 pages
File Size : 42,8 Mb
Release : 2008-09-15
Category : Business & Economics
ISBN : 9789640420201

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Lecture Notes in Management Science by Kaveh Sheibani Pdf

These proceedings gather contributions presented at the 1st International Conference on Applied Operational Research (ICAOR 2008) in Yerevan, Armenia, September 15-17, 2008, published in the series Lecture Notes in Management Science (LNMS). The conference covers all aspects of Operational Research and Management Science (OR/MS) with a particular emphasis on applications.

Author : Dan Remenyi,D. Remenyi
Publisher : SAGE
Page : 320 pages
File Size : 43,7 Mb
Release : 1998-09-14
Category : Business & Economics
ISBN : 0761959505

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Doing Research in Business and Management by Dan Remenyi,D. Remenyi Pdf

Doing Research in Business and Management has been written to help students obtain a thorough understanding of the main methodological issues and options that are available to them as business and management researchers undertaking a masters or doctoral degree. Doing Research in Business and Management takes the reader through all of the important issues that need to be understood if a competent piece of research is to be produced at the masters or doctoral level in the business and management studies. The authors explain the interrelationship between the theoretical and empirical research as well as the differences between positivism and phenomenology. Not only do they put these concepts in context for the business and management student, but they go on to discuss how these different approaches are used in practice. Furthermore, the authors discuss the implications of quantitative and qualitative approaches to research. The book offers high-level advice on different numerical techniques available to researchers as well as different software packages that may be used for analyzing qualitative data. The book also discusses the use of the Internet to support research in masters and doctoral programs.

Author : Arch G. Woodside,Roger Baxter
Publisher : Emerald Group Publishing
Page : 380 pages
File Size : 47,8 Mb
Release : 2013-07-10
Category : Business & Economics
ISBN : 9781781908594

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Deep Knowledge of B2B Relationships Within and Across Borders by Arch G. Woodside,Roger Baxter Pdf

The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships.

Author : Jos Bijman,Onno Omta,Jacques Trienekens,Jo Wijnands,Emiel Wubben
Publisher : BRILL
Page : 407 pages
File Size : 46,9 Mb
Release : 2023-08-28
Category : Business & Economics
ISBN : 9789086865734

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International agrifood chains and networks by Jos Bijman,Onno Omta,Jacques Trienekens,Jo Wijnands,Emiel Wubben Pdf

"This book brings together a rich collection of material on management and organization in agri-food chains and networks. Producers, processors, traders and retailers of agricultural and food products operate in an economic and institutional environment that is increasingly dominated by global developments. Therefore, organizing efficient and effective supply chains as well as managing collaboration among participating firms requires an international perspective. This book presents theoretical and practical insights from many different parts of the world. Topics covered include classical supply chain management issues like logistics, information exchange (e.g. tracking and tracing), quality control, safety assurance, and chain performance. Other timely issues covered are joint innovation, and shared responsibility for sustainability in agri-food supply chains. Special attention is given to issues of governance and organization of chains and networks, for example, by focussing on the role of producer organisations (such as farmer cooperatives) in their effort to combine horizontal and vertical collaboration in the international upply chain. This book is relevant for both academics and managers interested in the latest advances in research on management and organization of international agri-food chains and networks."

Author : Boris Klotz
Publisher : GRIN Verlag
Page : 33 pages
File Size : 44,7 Mb
Release : 2007-08-25
Category : Electronic
ISBN : 9783638754620

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Business Relationships in China and Guanxi by Boris Klotz Pdf

Essay from the year 2006 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 1,7, Macquarie University, course: Asian Business Environments, 22 entries in the bibliography, language: English, abstract: The Chinese market becomes more and more attractive for Western companies. Thats what everybody nows. But only a few know how diffcult it really can be to do business in China. The business transactions in this country are far more relianced on close personal relationships. "Guanxi" is everywhere and a important part of a succesfull start in China. This work will explain what's behind this mysterious word, how to build it and how to succesfully use it in the Chinese business environment.

Author : Guangqian Peng
Publisher : BRILL
Page : 220 pages
File Size : 50,7 Mb
Release : 2023-09-04
Category : Business & Economics
ISBN : 9789086867363

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Inter-organizational information exchange, supply chain compliance and performance by Guangqian Peng Pdf

Globalization of business markets and the rapid development of information technology are making information management more and more important. By combining managerial and economic theory, this book builds a framework to demonstrate facilitating factors for inter-organizational information exchange and the effects of information exchange on supply chain compliance and business performance. We have strong indications, both theoretical and empirical, that such an integrative conceptual framework is needed to grasp the complexity of information exchange between business partners. Using empirical evidence from the poultry chain in Mainland China, this book supports the complementary roles between contractual governance and trust in the process of improving the willingness to communicate. It also proposes that communication quality needs to be broader than information quality. Finally, it illustrates that in order to stand out from main competitors, companies should not only commit to realizing more potential communication benefits for themselves, but also for their main partners. Different solutions for buyers and suppliers in optimizing their business performance are also discussed. This book is recommended for a broad audience of professionals, practitioners and policy makers who concern themselves with information management, supply chain management, channel relationship management and performance management.

Author : Ying Lun So,Anthony Walker
Publisher : Routledge
Page : 192 pages
File Size : 42,7 Mb
Release : 2013-09-13
Category : Business & Economics
ISBN : 9781134223190

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Explaining Guanxi by Ying Lun So,Anthony Walker Pdf

Guanxi, a system of Chinese business relationships, is often described, but is rarely fully understood. Though it seems intangible, there is no doubt that it has contributed significantly to the success of Chinese entrepreneurs and the places where they work. Translated loosely as ‘personal ties’, this simple explanation belies a complex and nuanced system. Guanxi has often been criticised as nepotism - unfair, inefficient, even corrupt, and generally detrimental to business and economic growth... but if it is that bad, how does it survive? This insightful book unravels the origins of Guanxi and provides a much-needed explanation of the phenomena. It investigates: why it was initiated and developed what function it serves how it is maintained why it is such a dominant phenomenon in Chinese business life Combining economics, law and culture, this clear and concise book looks to the future of Guanxi based on its history. Drawing on cultural, organizational and economic studies, it takes a multi-disciplinary approach, integrating these various topics into a coherent explanation of Guanxi ensuring that this illuminating book will be equally useful to students of Asian business as to practitioners working within this market.

Author : Nina Krey,Patricia Rossi
Publisher : Springer
Page : 816 pages
File Size : 41,5 Mb
Release : 2017-12-04
Category : Business & Economics
ISBN : 9783319660233

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Back to the Future: Using Marketing Basics to Provide Customer Value by Nina Krey,Patricia Rossi Pdf

This proceedings volume presents timely research and insights on the advancement of marketing’s basic premise—providing greater levels of customer value. In recent years, both marketing scholars and practitioners have witnessed great advancements in technology and methodologies associated with big data, with location-based marketing centered on mobile apps and the real-time tracking of consumer behavior, and with innovations and enhancements in communications utilizing the continually growing presence of social media. Featuring the full proceedings of the 2017 Academy of Marketing Science (AMS) Annual Conference held in Coronado Island, California, this volume provides ground-breaking research from scholars and practitioners from around the world that will help marketers in providing value for companies, consumers and society. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

Author : Yadong Luo
Publisher : World Scientific
Page : 398 pages
File Size : 52,7 Mb
Release : 2020-04-22
Category : Business & Economics
ISBN : 9789811210563

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Guanxi And Business (Third Edition) by Yadong Luo Pdf

Interpersonal relationship (guanxi) is one of the major dynamics of Chinese society. Guanxi has been a pervasive part of the Chinese business world for the last few centuries. It binds literally millions of Chinese firms into a social and business web. In China's new, fast-paced business environment, guanxi has become more entrenched than ever, heavily influencing Chinese political landscapes, social behavior, and business practice.This book delineates social and cultural principles and philosophies underlying guanxi dynamics, along with guanxi's social norms that have been long embedded in the Chinese society. Although guanxi is embedded in almost every part of social life in China, companies demonstrate different needs and capacity toward guanxi cultivation. Chinese firms develop guanxi as a strategic mechanism to overcome competitive and resource disadvantages by cooperating and exchanging favors with government authorities and other stakeholders. This book presents an integrative framework about guanxi development according to institutional, strategic, and organizational factors. It further articulates how foreign firms adaptively develop their own legitimate and effective guanxi in China's highly dynamic and complex environment.Guanxi is really dynamic that its practices have been constantly changing and its normative and cognitive legitimacy is shifting as the social and economic structures in the society are drastically transforming. For this reason, this third edition of the book has added numerous new and emergent issues such as moral degradation and guanxi, qualitative and quantitative review of guanxi studies, and guanxi ties between organizations.

Author : Ilan Oshri,Julia Kotlarsky,Leslie P. Willcocks
Publisher : Springer
Page : 170 pages
File Size : 40,7 Mb
Release : 2017-11-23
Category : Business & Economics
ISBN : 9783319703053

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Global Sourcing of Digital Services: Micro and Macro Perspectives by Ilan Oshri,Julia Kotlarsky,Leslie P. Willcocks Pdf

This book constitutes revised selected papers from the 11th international Global Sourcing Workshop 2017, held in La Thuile, Italy, in February 2017. The 10 contributions included were carefully reviewed and selected from 45 submissions. The book offers a review of the key topics in sourcing of services, populated with practical frameworks that serve as a tool kit to students and managers. The range of topics covered in this book is wide and diverse, offering micro and macro perspectives on successful sourcing of services. Case studies from various organizations, industries and countries are used extensively throughout the book, giving it a unique position within the current literature offering.