Full metadata record
| DC Field | Value | Language |
|---|---|---|
| dc.contributor | Department of Management | en_US |
| dc.creator | Li, On-tak Andrew | - |
| dc.identifier.uri | https://theses.lib.polyu.edu.hk/handle/200/2020 | - |
| dc.language | English | en_US |
| dc.publisher | Hong Kong Polytechnic University | - |
| dc.rights | All rights reserved | en_US |
| dc.title | The role of guanxi in channel development : the case of China industrial market | en_US |
| dcterms.abstract | How to cope with your distributor in China? Local adaptation of Chinese "Guanxi" theory to supplement western channel management is given in this study. This paper reviews the western channel management theory, transaction cost analysis and relational development theory as a framework, comparing it with the Chinese networking theory "guanxi" and develops a model to assist practitioners in the international market gain deeper insight and seek the way to better channel performance. Four firms entering into guanxi-type system with its supplier, their response and consequence will be explained by the relational development theory with supplement to "guanxi" system. Guanxi largely reduces the opportunistic behaviour and encourages the commitment from the Chinese counterpart and at the same time enhances the channel performance as well. | en_US |
| dcterms.extent | 51 leaves ; 30 cm | en_US |
| dcterms.isPartOf | PolyU Electronic Theses | en_US |
| dcterms.issued | 2001 | en_US |
| dcterms.educationalLevel | All Master | en_US |
| dcterms.educationalLevel | M.B.A. | en_US |
| dcterms.LCSH | Hong Kong Polytechnic University -- Dissertations | en_US |
| dcterms.LCSH | Industrial marketing | en_US |
| dcterms.LCSH | Relationship marketing | en_US |
| dcterms.accessRights | restricted access | en_US |
Files in This Item:
| File | Description | Size | Format | |
|---|---|---|---|---|
| b16116203.pdf | For All Users (off-campus access for PolyU Staff & Students only) | 1.95 MB | Adobe PDF | View/Open |
Copyright Undertaking
As a bona fide Library user, I declare that:
- I will abide by the rules and legal ordinances governing copyright regarding the use of the Database.
- I will use the Database for the purpose of my research or private study only and not for circulation or further reproduction or any other purpose.
- I agree to indemnify and hold the University harmless from and against any loss, damage, cost, liability or expenses arising from copyright infringement or unauthorized usage.
By downloading any item(s) listed above, you acknowledge that you have read and understood the copyright undertaking as stated above, and agree to be bound by all of its terms.
Please use this identifier to cite or link to this item:
https://theses.lib.polyu.edu.hk/handle/200/2020