Strategic guanxi orientation: How to manage distribution channels in China?
Abstract
This study focuses on the role of guanxi in distribution channel management in China from the perspectives of both foreign and domestic Chinese firms. Based on a literature review and in-depth interviews with suppliers and retailers, the article provides managers with a theoretical framework for acquiring, institutionalizing and utilizing guanxi in a distribution channel system as a strategic resource to achieve long-term competitive advantages....
Paper Details
Title
Strategic guanxi orientation: How to manage distribution channels in China?
Published Date
Mar 1, 2016
Volume
22
Issue
1
Pages
1 - 16
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