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The Selection of Distribution Channels in China

Author

Listed:
  • Choo SIN Tseng
  • Paula Kwan
  • Fanny Cheung

Abstract

This contribution first traces the development of the distribution system in China from state monopoly to one which permits the limited participation of foreign ventures, and examines the problems faced by foreign investors in managing the distribution channels under such a transitional economy. Due to China's abundance of linguistic, cultural and economic differences, combined with growing territorialism at the provincial level, different problems may be encountered in different citieslregions, and therefore foreign investors need to modify their distribution strategies accordingly. Detailed case studies are provided as illustrations.

Suggested Citation

  • Choo SIN Tseng & Paula Kwan & Fanny Cheung, 1997. "The Selection of Distribution Channels in China," Asia Pacific Business Review, Taylor & Francis Journals, vol. 3(3), pages 87-104, March.
    • Handle: RePEc:taf:apbizr:v:3:y:1997:i:3:p:87-104
    DOI: 10.1080/13602389700000005
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