Selling Machinery to China: Chinese Perceptions of Strategies and Relationships

Norman McGuinness, Nigel Campbell and James Leontiades
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Norman McGuinness: Acadia University
Nigel Campbell: Manchester Business School
James Leontiades: Manchester Business School

Journal of International Business Studies, 1991, vol. 22, issue 2, 187-207

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

Date: 1991
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