Knowledge transfer of manufacturer-distributor partnerships in China

Lingyun Wang, Pekka Kess and Paivi Iskanius

International Journal of Management and Enterprise Development, 2010, vol. 8, issue 3, 228-242

Abstract: This paper illustrates that two flows of knowledge transfer between manufacturers and distributor support their joint activities in the Chinese market. One knowledge flow of product-oriented knowledge from manufacturers to distributors supports the distributors' understanding of the products and motivates their initiative in marketing activities. The other flow of market- and customer-oriented knowledge from distributors to manufacturers supports the product improvement and facilitates the collaboration between two partners. The knowledge is transferred mainly by the ways of lecture and on the job learning. High level of trust and open communication between partners facilitate the process of knowledge transfer.

Keywords: knowledge transfer; manufacturer-distributor partnerships; China; distribution; manufacturing industry; marketing; motivation; product improvement; understanding; customer-oriented knowledge; market-oriented knowledge; collaboration; partners; lectures; training; on the job learning; trust; open communication; management; enterprise development. (search for similar items in EconPapers)
Date: 2010
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