Industrial distribution channels in the People’s Republic of China market

Sam Dzever () and Wang Zhengyi
Additional contact information
Sam Dzever: IMT-BS - MMS - Département Management, Marketing et Stratégie - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris]
Wang Zhengyi: Civil Aviation University of China (CHINA) - CAUC - Civil Aviation University of China

Post-Print from HAL

Abstract: This chapter examines the changes that have recently been introduced in the distribution channels for industrial products in the People's Republic of China (PRC), and assesses their overall impact on organizational buyer—seller relationships in this environment. Data for the study were collected during the months of May through July 1996. The sample comprises 72 organizations (local and jointventure distributors/wholesalers) drawn from the Tianjin and Beijing areas, the sources of which were the following directories: Zhong Guo Zhi Ming Qi Ye Lu (A Shortlist of Companies in China), and Tianjin Zhi Ming Qi Ye Lu (A Shortlist of Companies in Tianjin). Industrial products handled by these distributors included the following: machines, materials, capital equipment, office equipment, parts, and hand/power tools. The study addressed itself to the following specific issues: the nature and degree of competition between private distributors and state-owned purchasing agencies, the extent to which private distributors have equal access to foreign exchange relative to the state-owned purchasing agencies, the extent to which industrial distribution channels can now be said to be shorter and more efficiently run as compared to the situation before the reforms, import licences, the degree of freedom foreign suppliers have in choosing distributors, and the degree of government control over the running of the channels. Analysis of this nature is important and has significant implications for industrial marketing strategy in this environment.

Date: 1999
References: Add references at CitEc
Citations:

Published in Sam Dzever; Jacques Jaussaud. China and India : economic performance and business strategies of firms in the mid-1990s, St Martin's Press ; Macmillan, pp.113-129, 1999, 978-1-349-27043-9. ⟨10.1007/978-0-333-99508-2_7⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02560059

DOI: 10.1007/978-0-333-99508-2_7

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().