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Managing Direct Selling Activities in China: A Cultural Explanation

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  • Luk, Sherriff T. K.
  • Fullgrabe, Lorna
  • Li, Stephen C. Y.

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  • Luk, Sherriff T. K. & Fullgrabe, Lorna & Li, Stephen C. Y., 1999. "Managing Direct Selling Activities in China: A Cultural Explanation," Journal of Business Research, Elsevier, vol. 45(3), pages 257-266, July.
    • Handle: RePEc:eee:jbrese:v:45:y:1999:i:3:p:257-266
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    References listed on IDEAS

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    1. Sheth, Jagdish N. & Parvatiyar, Atul, 1995. "The evolution of relationship marketing," International Business Review, Elsevier, vol. 4(4), pages 397-418.
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    Cited by:

    1. Nadezda Kolesnik, 2016. "E-Communication in Personal Sales: Internet Usage and Performance," HSE Working papers WP BRP 54/MAN/2016, National Research University Higher School of Economics.
    2. Claudia Bobâlcă, 2014. "Determinants Of Customer Loyalty. A Theoretical Approach," Economy & Business Journal, International Scientific Publications, Bulgaria, vol. 8(1), pages 995-1005.
    3. Yen, Dorothy Ai-wan & Abosag, Ibrahim, 2016. "Localization in China: How guanxi moderates Sino–US business relationships," Journal of Business Research, Elsevier, vol. 69(12), pages 5724-5734.
    4. Charlotte Bruckermann, 2021. "Network marketing and state legitimacy in China: Regulating trust from physical workplaces to virtual spaces," Economic Anthropology, Wiley Blackwell, vol. 8(1), pages 86-101, January.
    5. Warden, Clyde A. & Huang, Stephen Chi-Tsun & Liu, Tsung-Chi & Wu, Wann-Yih, 2008. "Global media, local metaphor: Television shopping and marketing-as-relationship in America, Japan, and Taiwan," Journal of Retailing, Elsevier, vol. 84(1), pages 119-129.
    6. Shao, Zhen & Pan, Zhengyuan, 2019. "Building Guanxi network in the mobile social platform: A social capital perspective," International Journal of Information Management, Elsevier, vol. 44(C), pages 109-120.
    7. Claudia Bobalca & Camelia Soponaru, 2015. "Is It Direct Selling A Type Of Direct Marketing? Arguments," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 1, pages 72-78, February.
    8. Isaac Kofi Mensah & Guohua Zeng & Chuanyong Luo, 2023. "Determinants of Social Commerce Purchase and Recommendation Intentions Within the Context of Swift Guanxi Among Chinese College Students," SAGE Open, , vol. 13(2), pages 21582440231, June.
    9. Claudia, 2014. "Romanian Perspective On Customer Loyalty For Direct Selling Companies," CES Working Papers, Centre for European Studies, Alexandru Ioan Cuza University, vol. 6(3), pages 6-16, September.
    10. Nick Lee & Amanda Beatson & Tony Garrett & Ian Lings & Xi Zhang, 2009. "A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople," Journal of Business Ethics, Springer, vol. 88(3), pages 497-515, October.
    11. Yuan Sun & Mengyi Zhu & Zuopeng (Justin) Zhang, 2019. "How Newcomers’ Work-Related Use of Enterprise Social Media Affects Their Thriving at Work—The Swift Guanxi Perspective," Sustainability, MDPI, vol. 11(10), pages 1-20, May.
    12. Carol X. J. Ou & Robert M. Davison, 2016. "Shaping guanxi networks at work through instant messaging," Journal of the Association for Information Science & Technology, Association for Information Science & Technology, vol. 67(5), pages 1153-1168, May.
    13. Li, Li & Buhalis, Dimitrios, 2006. "E-Commerce in China: The case of travel," International Journal of Information Management, Elsevier, vol. 26(2), pages 153-166.

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