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Coordinations in business interactions between Hong Kong Chinese, mainland Chinese, and Western actors

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  • Trimarchi, Michael
  • Tamaschke, Rick

Abstract

Hong Kong firms continue to play an important role in the development of mainland China trade. This paper studies the nature of coordinations in triadic interactions between Hong Kong Chinese intermediaries and mainland Chinese sellers, and buyers from the West, and their impact on relationships development. Contrary to popular belief, the results presented here identify that interactions between Hong Kong intermediaries and mainland Chinese sellers tend to include relationships based on price and authority. These interactions tend to be classical in nature, and serve to hinder the development of relationships. On the other hand, interactions between buyers from the West and Hong Kong intermediaries tend to be relational in nature. They include different forms of personal relationships, which tends to be positive for the development of relationships. A new plural form of international business relationship triad is also identified.

Suggested Citation

  • Trimarchi, Michael & Tamaschke, Rick, 2004. "Coordinations in business interactions between Hong Kong Chinese, mainland Chinese, and Western actors," International Business Review, Elsevier, vol. 13(3), pages 331-357, June.
    • Handle: RePEc:eee:iburev:v:13:y:2004:i:3:p:331-357
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    References listed on IDEAS

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    Cited by:

    1. Liu, Yunshi & Ahlstrom, David & Yeh, Kuang S., 2006. "The separation of ownership and management in Taiwan's public companies: An empirical study," International Business Review, Elsevier, vol. 15(4), pages 415-435, August.

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