The Selection of Distribution Channels in China

Choo SIN Tseng, Paula Kwan and Fanny Cheung

Asia Pacific Business Review, 1997, vol. 3, issue 3, 87-104

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.

Date: 1997
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DOI: 10.1080/13602389700000005

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