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Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers

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  • Merrilees, Bill
  • Miller, Dale

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  • Merrilees, Bill & Miller, Dale, 1999. "Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers," Journal of Business Research, Elsevier, vol. 45(3), pages 267-273, July.
    • Handle: RePEc:eee:jbrese:v:45:y:1999:i:3:p:267-273
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    References listed on IDEAS

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    1. Czepiel, John A., 1990. "Service encounters and service relationships: Implications for research," Journal of Business Research, Elsevier, vol. 20(1), pages 13-21, January.
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    1. 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.
    2. Xiaohua Yang & Elly Ho & Artemis Chang, 2012. "Integrating the resource-based view and transaction cost economics in immigrant business performance," Asia Pacific Journal of Management, Springer, vol. 29(3), pages 753-772, September.
    3. Li, Wenli & Humphreys, Paul K. & Yeung, Andy C.L. & Cheng, T.C.E., 2012. "The impact of supplier development on buyer competitive advantage: A path analytic model," International Journal of Production Economics, Elsevier, vol. 135(1), pages 353-366.
    4. 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.
    5. Liesch, Peter W. & Wilson, Elizabeth J., 2005. "Business-to-business relationship architecture and networks among Australia, New Zealand, and Asian firms: introduction to the special issue," Journal of Business Research, Elsevier, vol. 58(2), pages 168-172, February.
    6. Alina-Maria Neatu & Cosmin-Ionut Imbrisca, 2016. "An Overview Of The Direct Selling Industry," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 987-994, July.
    7. Caroline Glackin & Murat Adivar, 2023. "Modeling independent sales representative performance: application of predictive analytics in direct selling for improved outcomes," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 613-628, December.
    8. Sultan Sikandar Mirza & Tanveer Ahsan, 2020. "Corporates' strategic responses to economic policy uncertainty in China," Business Strategy and the Environment, Wiley Blackwell, vol. 29(2), pages 375-389, February.
    9. Maria Rouziou & Willy Bolander & Karen Peesker & Pia Hautamäki & Deva Rangarajan & Manoshi Samaraweera & Jorge Bullemore & Michel Klein & Raj Agnihotri & Karina Burgdorff Jensen & Danny Pimentel Claro, 2024. "Global Events Demand Global Data : COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe," Post-Print hal-04717619, HAL.
    10. 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.
    11. Jie Li & Gong Sun & Zhiming Cheng, 2017. "The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective," Journal of Business Ethics, Springer, vol. 141(3), pages 551-562, March.
    12. (Sandy) Zhang, Sha & van Doorn, Jenny & Leeflang, Peter S.H., 2014. "Does the importance of value, brand and relationship equity for customer loyalty differ between Eastern and Western cultures?," International Business Review, Elsevier, vol. 23(1), pages 284-292.

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