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Selling Machinery to China: Chinese Perceptions of Strategies and Relationships

Author

Listed:
  • Norman McGuinness

    (Acadia University)

  • Nigel Campbell

    (Manchester Business School)

  • James Leontiades

    (Manchester Business School)

Abstract

Chinese perceptions of machinery suppliers from six countries are used to evaluate supplier strategies and the customer relationships formed. Strategies based on product quality and service had the greatest impact on preferences. The relationship formed seemed to reflect mainly the perceived value of the product service-package offered. “Friendship” in the traditional Chinese sense did not seem to be a strong characteristic of these relationships.© 1991 JIBS. Journal of International Business Studies (1991) 22, 187–207

Suggested Citation

  • Norman McGuinness & Nigel Campbell & James Leontiades, 1991. "Selling Machinery to China: Chinese Perceptions of Strategies and Relationships," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(2), pages 187-207, June.
    • Handle: RePEc:pal:jintbs:v:22:y:1991:i:2:p:187-207
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    Cited by:

    1. Maksimov, Vladislav & Luo, Yadong, 2021. "International springboard as an entrepreneurial act," Journal of World Business, Elsevier, vol. 56(3).
    2. Karafyllia, Maria & Zucchella, Antonella, 2017. "Synergies and tensions between and within domestic and international market activities of firms," International Business Review, Elsevier, vol. 26(5), pages 942-958.
    3. Björkman, Ingmar & Kock, Sören, 1995. "Social relationships and business networks: The case of Western companies in China," International Business Review, Elsevier, vol. 4(4), pages 519-535.
    4. King, Robert Allen & Racherla, Pradeep & Bush, Victoria D., 2014. "What We Know and Don't Know About Online Word-of-Mouth: A Review and Synthesis of the Literature," Journal of Interactive Marketing, Elsevier, vol. 28(3), pages 167-183.
    5. Peng, Mike W. & Lu, Yuan & Shenkar, Oded & Wang, Denis Y. L., 2001. "Treasures in the China house: a review of management and organizational research on Greater China," Journal of Business Research, Elsevier, vol. 52(2), pages 95-110, May.
    6. Doran, KathleenBrewer, 2002. "Lessons learned in cross-cultural research of Chinese and North American consumers," Journal of Business Research, Elsevier, vol. 55(10), pages 823-829, October.
    7. Fong, John & Burton, Suzan, 2008. "A cross-cultural comparison of electronic word-of-mouth and country-of-origin effects," Journal of Business Research, Elsevier, vol. 61(3), pages 233-242, March.

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