SELLING MACHINERY TO CHINA - CHINESE PERCEPTIONS OF STRATEGIES AND RELATIONSHIPS

被引：22

作者：

MCGUINNESS, N

CAMPBELL, N

LEONTIADES, J

机构：

[1] MANCHESTER BUSINESS SCH,STRATEG MANAGEMENT,MANCHESTER M15 6PB,LANCS,ENGLAND

[2] MANCHESTER BUSINESS SCH,CHINA RES UNIT,MANCHESTER M15 6PB,LANCS,ENGLAND

[3] MANCHESTER BUSINESS SCH,INT MANAGEMENT,MANCHESTER M15 6PB,LANCS,ENGLAND

来源：

JOURNAL OF INTERNATIONAL BUSINESS STUDIES | 1991年 / 22卷 / 02期

关键词：

D O I：

10.1057/palgrave.jibs.8490299

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Chinese perceptions of machinery suppliers from six countries are used to evaluate supplier strategies and the customer relationships formed. Strategies based on product quality and service had the greatest impact on preferences. The relationship formed seemed to reflect mainly the perceived value of the product service-package offered. “Friendship” in the traditional Chinese sense did not seem to be a strong characteristic of these relationships. © 1991, Academy of International Business.

引用

页码：187 / 207

页数：21

共 22 条

[1]

CAMPBELL N, 1986, CHINA STRATEGIES INS

[2]

Campbell Nigel, 1988, CHINA BUSINESS STRAT

[3] EFFECTS OF RELATIONSHIP MARKETING ON SATISFACTION, RETENTION, AND PRICES IN THE LIFE-INSURANCE INDUSTRY [J].