IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v45y1999i3p267-273.html
   My bibliography  Save this article

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

Author

Listed:
  • Merrilees, Bill
  • Miller, Dale

Abstract

No abstract is available for this item.

Suggested Citation

  • 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
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(97)00238-5
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. (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.
    6. 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.
    7. 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.
    8. 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.
    9. 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.
    10. 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.
    11. 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.
    12. 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.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Edwards, Chase J. & Bendickson, Joshua S. & Baker, Brent L. & Solomon, Shelby J., 2020. "Entrepreneurship within the history of marketing," Journal of Business Research, Elsevier, vol. 108(C), pages 259-267.
    2. O'Malley, Lisa & Prothero, Andrea, 2004. "Beyond the frills of relationship marketing," Journal of Business Research, Elsevier, vol. 57(11), pages 1286-1294, November.
    3. Longinos Marín & Alicia Rubio & Salvador Ruiz de Maya, 2012. "Competitiveness as a Strategic Outcome of Corporate Social Responsibility," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 19(6), pages 364-376, November.
    4. van Dolen, Willemijn & de Ruyter, Ko & Lemmink, Jos, 2004. "An empirical assessment of the influence of customer emotions and contact employee performance on encounter and relationship satisfaction," Journal of Business Research, Elsevier, vol. 57(4), pages 437-444, April.
    5. Henri Isaac, 1998. "Les normes de qualité dans les services professionnels: une lecture des pratiques à travers la théorie des conventions," Revue Finance Contrôle Stratégie, revues.org, vol. 1(2), pages 89-112, June.
    6. Herington, Carmel & Johnson, Lester W. & Scott, Don, 2009. "Firm-employee relationship strength--A conceptual model," Journal of Business Research, Elsevier, vol. 62(11), pages 1096-1107, November.
    7. Fakhraddin Maroofi & Adel Darabi & Jila Torabi, 2012. "Effects of e-CRM on Customer–Bank Relationship Quality and Results," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 2(3), pages 164-182, July.
    8. Hongyi Xu & Yaqi Chen & Peng Xu, 2024. "Driving Mechanism of Customer Participation in Service-Oriented Enterprises: A Perspective of Value Co-Creation," Sustainability, MDPI, vol. 16(8), pages 1-15, April.
    9. Wang, Huanzhang & Kim, Kyung Hoon & Ko, Eunju & Liu, Honglei, 2016. "Relationship between service quality and customer equity in traditional markets," Journal of Business Research, Elsevier, vol. 69(9), pages 3827-3834.
    10. Thomas O. Uitz & Eva Jancikova, 2021. "Service Failures and How the Perception of Justice Affects the Level of Satisfaction," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(1), pages 105-117.
    11. Reddy, Srinivas K. & Czepiel, John A., 1999. "Measuring and Modeling the Effects of Long-Term Buyer-Seller Relationships in Corporate Financial Services Markets," Journal of Business Research, Elsevier, vol. 46(3), pages 235-244, November.
    12. Marshall, Roger & Huan, Tzung-Cheng (T.C.) & Xu, Yingzi & Nam, Inwoo, 2011. "Extending prospect theory cross-culturally by examining switching behavior in consumer and business-to-business contexts," Journal of Business Research, Elsevier, vol. 64(8), pages 871-878, August.
    13. Lubica Hikkerova & Jean-Michel Sahut, 2014. "The effectiveness of loyalty programs in the hospitality industry: the case of hotels in Slovakia," Working Papers 2014-127, Department of Research, Ipag Business School.
    14. Angelos Pantouvakis & Anastasia Gerou, 2022. "The Theoretical and Practical Evolution of Customer Journey and Its Significance in Services Sustainability," Sustainability, MDPI, vol. 14(15), pages 1-16, August.
    15. Madiha Bendjaballah, 2021. "Les nouvelles formes de communication client connecté/vendeur connecté : Exploration des effets sur les dimensions de l’experience client," Post-Print hal-03398824, HAL.
    16. Alisa Frik & Luigi Mittone, 2016. "Factors Influencing the Perceived Websites' Privacy Trustworthiness and Users' Purchase Intentions," CEEL Working Papers 1609, Cognitive and Experimental Economics Laboratory, Department of Economics, University of Trento, Italia.
    17. Mohammed Wamique Hisam & Shouvik Sanyal & Moinuddin Ahmad, 2016. "The Impact of Service Quality on Customer Satisfaction: A Study on Selected Retail Stores in India," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 851-856.
    18. Libh Anthony L. Limama & Fatma M. Idris & Roderick C. Rodriguez & Gladys B. Ave & Alberto N. Bandiola, 2022. "Service Quality of an Educational Institution Office Employees: Basis For A Proposed Training Design," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 6(1), pages 23-45, January.
    19. Vakulenko, Yulia & Hellström, Daniel & Hjort, Klas, 2018. "What's in the parcel locker? Exploring customer value in e-commerce last mile delivery," Journal of Business Research, Elsevier, vol. 88(C), pages 421-427.
    20. Shaghayegh Rahnama & Adriana Cortez & Andres Monzon, 2024. "Navigating Passenger Satisfaction: A Structural Equation Modeling–Artificial Neural Network Approach to Intercity Bus Services," Sustainability, MDPI, vol. 16(11), pages 1-33, May.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:45:y:1999:i:3:p:267-273. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.