메뉴 건너뛰기




Volumn 8, Issue 2, 2004, Pages 201-220

Supplier-retailer relationships in China's distribution channel for foreign brand apparel

Author keywords

China; Distribution channels; Retailers; Suppliers

Indexed keywords

CLOTHING INDUSTRY; DISTRIBUTION; MARKET; RETAILING; SUPPLIER;

EID: 3042784572     PISSN: 13612026     EISSN: None     Source Type: Journal    
DOI: 10.1108/13612020410537898     Document Type: Article
Times cited : (13)

References (59)
  • 1
    • 0002344527 scopus 로고
    • The power of positive sanctions
    • Baldwin, D. (1971), "The power of positive sanctions", World Politics, Vol. 24, pp. 19-38.
    • (1971) World Politics , vol.24 , pp. 19-38
    • Baldwin, D.1
  • 2
    • 0000666859 scopus 로고
    • Measuring the sources of marketing channel power: A comparison of alternative approaches
    • Brown, J.R., Johnson, J.L. and Koenig, H.F. (1995a), "Measuring the sources of marketing channel power: a comparison of alternative approaches", International Journal of Research in Marketing, Vol. 12, pp. 333-54.
    • (1995) International Journal of Research in Marketing , vol.12 , pp. 333-354
    • Brown, J.R.1    Johnson, J.L.2    Koenig, H.F.3
  • 3
    • 0002923063 scopus 로고
    • Conflict and power dependence relations in retailer-supplier channels
    • Brown, J.R., Johnson, J.L. and Muehling, D.D. (1983), "Conflict and power dependence relations in retailer-supplier channels", Journal of Retailing, Vol. 59 No. 4, pp. 53-80.
    • (1983) Journal of Retailing , vol.59 , Issue.4 , pp. 53-80
    • Brown, J.R.1    Johnson, J.L.2    Muehling, D.D.3
  • 4
    • 0000779426 scopus 로고
    • Power and relationship commitment: Their impact on marketing channel member performance
    • Brown, J.R., Lusch, R.F. and Nicholson, C.Y. (1995b), "Power and relationship commitment: their impact on marketing channel member performance", Journal of Retailing, Vol. 71 No. 4, pp. 363-92.
    • (1995) Journal of Retailing , vol.71 , Issue.4 , pp. 363-392
    • Brown, J.R.1    Lusch, R.F.2    Nicholson, C.Y.3
  • 5
    • 3042849386 scopus 로고    scopus 로고
    • China Central Television 16 November, China Central Television, Channel 4, Beijing
    • China Central Television (1999), "CCTV news", 16 November, China Central Television, Channel 4, Beijing.
    • (1999) CCTV News
  • 6
    • 0039032502 scopus 로고
    • An assessment of the role performance measurement of power-dependence in marketing channel
    • Cronin, J.J., Baker, T.L. and Hawes, J.M. (1994), "An assessment of the role performance measurement of power-dependence in marketing channel", Journal of Business Research, Vol. 30, pp. 201-10.
    • (1994) Journal of Business Research , vol.30 , pp. 201-210
    • Cronin, J.J.1    Baker, T.L.2    Hawes, J.M.3
  • 8
    • 0009183107 scopus 로고
    • The concept of power
    • July
    • Dahl, R.A. (1957), "The concept of power", Behavioral Science, Vol. 2, July, pp. 201-15.
    • (1957) Behavioral Science , vol.2 , pp. 201-215
    • Dahl, R.A.1
  • 9
    • 0006210459 scopus 로고    scopus 로고
    • Dept of Commerce available at: (accessed April 2000)
    • Dept of Commerce (1999), "China - retail sector overview", available at: www.stat-usa.gov/ (accessed April 2000).
    • (1999) China - Retail Sector Overview
  • 10
    • 0002823483 scopus 로고
    • Power measurement in the distribution channel
    • El-Ansary, A. and Stern, L.W. (1972), "Power measurement in the distribution channel", Journal of Marketing Research, Vol. 9 No. 2, pp. 47-52.
    • (1972) Journal of Marketing Research , vol.9 , Issue.2 , pp. 47-52
    • El-Ansary, A.1    Stern, L.W.2
  • 11
    • 0002213869 scopus 로고
    • Selection of an effective channel control mix
    • July
    • Etgar, M. (1978), "Selection of an effective channel control mix", Journal of Marketing, Vol. 42, July, pp. 53-7.
    • (1978) Journal of Marketing , vol.42 , pp. 53-57
    • Etgar, M.1
  • 12
    • 0001672062 scopus 로고
    • On the measurement of interfirm power in channels of distribution
    • Frazier, G.L. (1983), "On the measurement of interfirm power in channels of distribution",Journal of Marketing Research, Vol. 20 No. 5, pp. 158-66.
    • (1983) Journal of Marketing Research , vol.20 , Issue.5 , pp. 158-166
    • Frazier, G.L.1
  • 13
    • 0002982962 scopus 로고
    • The use of influence strategies in interfirm relationships in industrial product channels
    • Frazier, G.L. and Rody, R.C. (1991), "The use of influence strategies in interfirm relationships in industrial product channels", Journal of Marketing, Vol. 55 No. 1, pp. 52-69.
    • (1991) Journal of Marketing , vol.55 , Issue.1 , pp. 52-69
    • Frazier, G.L.1    Rody, R.C.2
  • 14
    • 0001417215 scopus 로고
    • Perceptions of interfirm power and its use within a franchise channel
    • Frazier, G.L. and Summers, J.O. (1986), "Perceptions of interfirm power and its use within a franchise channel", Journal of Marketing Research, Vol. 23 No. 5, pp. 169-76.
    • (1986) Journal of Marketing Research , vol.23 , Issue.5 , pp. 169-176
    • Frazier, G.L.1    Summers, J.O.2
  • 15
    • 0001919990 scopus 로고
    • Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country
    • Frazier, G.L., Gill, J.D. and Kale, S.H. (1989), "Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country", Journal of Marketing, Vol. 53 No. 1, pp. 50-69.
    • (1989) Journal of Marketing , vol.53 , Issue.1 , pp. 50-69
    • Frazier, G.L.1    Gill, J.D.2    Kale, S.H.3
  • 16
    • 0001774868 scopus 로고
    • The bases of social power
    • Dorwin, C. (Ed.), University of Michigan Press, Ann Arbor, MI
    • French, J.R.P. and Raven, B. (1959), "The bases of social power", in Dorwin, C. (Ed.), Studies in Social Power, University of Michigan Press, Ann Arbor, MI, pp. 150-67.
    • (1959) Studies in Social Power , pp. 150-167
    • French, J.R.P.1    Raven, B.2
  • 17
    • 0001887461 scopus 로고
    • Interrelations among a channel entity's power sources: Impact of the exercise of reward and coercion on expert, referent, and legitimate power sources
    • Gaski, J.F. (1986), "Interrelations among a channel entity's power sources: impact of the exercise of reward and coercion on expert, referent, and legitimate power sources", Journal of Marketing Research, Vol. 23 No. 2, pp. 62-77.
    • (1986) Journal of Marketing Research , vol.23 , Issue.2 , pp. 62-77
    • Gaski, J.F.1
  • 18
    • 0001629580 scopus 로고
    • The differential effects of exercised and unexercised power sources in a marketing channel
    • May
    • Gaski, J.F. and Nevin, J.R. (1985), "The differential effects of exercised and unexercised power sources in a marketing channel", Journal of Marketing Research, Vol. 22, May, pp. 130-42.
    • (1985) Journal of Marketing Research , vol.22 , pp. 130-142
    • Gaski, J.F.1    Nevin, J.R.2
  • 19
    • 0033468720 scopus 로고    scopus 로고
    • A meta-analysis of satisfaction in marketing channel relationships
    • Geyskens, I., Stennkamp, J.E.M. and Kumar, N. (1999), "A meta-analysis of satisfaction in marketing channel relationships", Journal of Marketing Research, Vol. 36 No. 5, pp. 223-38.
    • (1999) Journal of Marketing Research , vol.36 , Issue.5 , pp. 223-238
    • Geyskens, I.1    Stennkamp, J.E.M.2    Kumar, N.3
  • 20
    • 0002447585 scopus 로고
    • Transfer of retailing technology into the less developed countries: The supermarket case
    • Summer
    • Goldman, A. (1981), "Transfer of retailing technology into the less developed countries: the supermarket case", Journal of Retailing, Vol. 57, Summer, pp. 5-29.
    • (1981) Journal of Retailing , vol.57 , pp. 5-29
    • Goldman, A.1
  • 21
    • 3042804207 scopus 로고    scopus 로고
    • Chinese people's new consumption after the WTO
    • (in Chinese), available at: (accessed February)
    • Hainan News Net (2003), "Chinese people's new consumption after the WTO", (in Chinese), available at: www.hnxw.com/200110/ca38355.htm (accessed February).
    • (2003) Hainan News Net
  • 22
    • 0001048872 scopus 로고
    • On the concept of face
    • Ho, D.Y.F. (1976), "On the concept of face", American Journal of Sociology, Vol. 81 No. 4, pp. 867-84.
    • (1976) American Journal of Sociology , vol.81 , Issue.4 , pp. 867-884
    • Ho, D.Y.F.1
  • 23
    • 0006237556 scopus 로고    scopus 로고
    • Hong Kong Trade Development Council available at: (accessed 20 April 2000)
    • Hong Kong Trade Development Council (1999), "Import regulation and procedures of Chinese mainland", available at: www.tdctrade.com/main/chiimp.htm (accessed 20 April 2000).
    • (1999) Import Regulation and Procedures of Chinese Mainland
  • 24
    • 0000794058 scopus 로고
    • Covariance structure modeling and measurement issues: A note on interrelations among a channel entity's power sources
    • February
    • Howell, R.D. (1987), "Covariance structure modeling and measurement issues: a note on interrelations among a channel entity's power sources", Journal of Marketing Research, Vol. 24, February, pp. 119-26.
    • (1987) Journal of Marketing Research , vol.24 , pp. 119-126
    • Howell, R.D.1
  • 25
    • 0000667866 scopus 로고
    • Power in channels of distribution: Sources and consequence
    • May
    • Hunt, S.D. and Nevin, J.R. (1974), "Power in channels of distribution: sources and consequence", Journal of Marketing Research, Vol. 11, May, pp. 186-93.
    • (1974) Journal of Marketing Research , vol.11 , pp. 186-193
    • Hunt, S.D.1    Nevin, J.R.2
  • 26
    • 0000131893 scopus 로고
    • An empirical investigation of some antecedents of opportunism in a marketing channel
    • John, G. (1984), "An empirical investigation of some antecedents of opportunism in a marketing channel", Journal of Marketing Research, Vol. 21 No. 8, pp. 278-89.
    • (1984) Journal of Marketing Research , vol.21 , Issue.8 , pp. 278-289
    • John, G.1
  • 27
    • 0000747218 scopus 로고
    • Behavioral relations in a cross-culture distribution system: Influence, control and conflict in US-Japanese marketing channels
    • Johnson, J.L., Sakano, T. and Onzo, N. (1990), "Behavioral relations in a cross-culture distribution system: influence, control and conflict in US-Japanese marketing channels", Journal of International Business Studies, Vol. 21 No. 4, pp. 639-55.
    • (1990) Journal of International Business Studies , vol.21 , Issue.4 , pp. 639-655
    • Johnson, J.L.1    Sakano, T.2    Onzo, N.3
  • 28
    • 21144474761 scopus 로고
    • The exercise of interfirm power and its repercussions in US-Japanese channel relationships
    • Johnson, J.L., Sakano, T., Cote, J. and Onzo, N. (1993), "The exercise of interfirm power and its repercussions in US-Japanese channel relationships", Journal of Marketing, Vol. 57 No. 4, pp. 1-10.
    • (1993) Journal of Marketing , vol.57 , Issue.4 , pp. 1-10
    • Johnson, J.L.1    Sakano, T.2    Cote, J.3    Onzo, N.4
  • 29
    • 0000300619 scopus 로고
    • Dealer perceptions of manufacturer power and influence strategies in a developing country
    • Kale, S.H. (1986), "Dealer perceptions of manufacturer power and influence strategies in a developing country", Journal of Marketing Research, Vol. 23 No. 11, pp. 387-93.
    • (1986) Journal of Marketing Research , vol.23 , Issue.11 , pp. 387-393
    • Kale, S.H.1
  • 31
    • 1542473068 scopus 로고    scopus 로고
    • The concept and dynamics of face: Implications for organizational behavior in Asia
    • Kim, J.Y. and Nam, S.H. (1998), "The concept and dynamics of face: implications for organizational behavior in Asia", Organization Sciences, Vol. 9 No. 4, pp. 522-34.
    • (1998) Organization Sciences , vol.9 , Issue.4 , pp. 522-534
    • Kim, J.Y.1    Nam, S.H.2
  • 32
    • 0037260745 scopus 로고    scopus 로고
    • A statistical investigation of the changing apparel-retailing environment in China
    • Kwan, C.Y., Yeung, K.W. and Au, K.F. (2003), "A statistical investigation of the changing apparel-retailing environment in China", Journal of Fashion Marketing and Management, Vol. 7 No. 1, pp. 87-100.
    • (2003) Journal of Fashion Marketing and Management , vol.7 , Issue.1 , pp. 87-100
    • Kwan, C.Y.1    Yeung, K.W.2    Au, K.F.3
  • 33
    • 0006156546 scopus 로고    scopus 로고
    • (in Chinese: Guo Wai Shi Zhuang Jing Ru Zhong Guo Shi Chang De Bei Jing), unpublished paper, China National Clothing Design and Research Center, Beijing
    • Lin, T. and Chen, K. (1998), "Foreign apparel enters the Chinese market: background", (in Chinese: Guo Wai Shi Zhuang Jing Ru Zhong Guo Shi Chang De Bei Jing), unpublished paper, China National Clothing Design and Research Center, Beijing.
    • (1998) Foreign Apparel Enters the Chinese Market: Background
    • Lin, T.1    Chen, K.2
  • 35
    • 3042725834 scopus 로고    scopus 로고
    • Managing direct selling activities in China: A cultural explanation
    • Luk, S.T.K., Fullgrabe, L. and Li, S.C.Y. (1999), "Managing direct selling activities in China: a cultural explanation", Journal of Business Research, Vol. 45 No. 3, pp. 257-66.
    • (1999) Journal of Business Research , vol.45 , Issue.3 , pp. 257-266
    • Luk, S.T.K.1    Fullgrabe, L.2    Li, S.C.Y.3
  • 36
    • 0345789363 scopus 로고
    • Channel conflict: Its impact on retailer operating performance
    • Summer 89/90
    • Lusch, R.F. (1976), "Channel conflict: its impact on retailer operating performance", Journal of Retailing, Vol. 52, Summer, pp. 3-12, 89/90.
    • (1976) Journal of Retailing , vol.52 , pp. 3-12
    • Lusch, R.F.1
  • 37
    • 0000683082 scopus 로고
    • Franchisee satisfaction: Causes and consequences
    • Lusch, R.F. (1977), "Franchisee satisfaction: causes and consequences", International Journal of Physical Distribution, Vol. 7 No. 2, pp. 128-40.
    • (1977) International Journal of Physical Distribution , vol.7 , Issue.2 , pp. 128-140
    • Lusch, R.F.1
  • 38
    • 0000714491 scopus 로고
    • A modified model of power in the marketing channel
    • Lusch, R.F. and Brown, J.R. (1982), "A modified model of power in the marketing channel", Journal of Marketing Research, Vol. 19 No. 8, pp. 312-23.
    • (1982) Journal of Marketing Research , vol.19 , Issue.8 , pp. 312-323
    • Lusch, R.F.1    Brown, J.R.2
  • 41
    • 84970383046 scopus 로고
    • Economic development and channel structure: A multinational study
    • Olsen, J.E. and Granzin, K.L. (1990), "Economic development and channel structure: a multinational study", Journal of Macromarketing, Vol. 10 No. 2, pp. 8-23.
    • (1990) Journal of Macromarketing , vol.10 , Issue.2 , pp. 8-23
    • Olsen, J.E.1    Granzin, K.L.2
  • 42
    • 3042805744 scopus 로고    scopus 로고
    • (in Chinese), available at: (accessed December)
    • Peng, J.L. (2002), "New fashion in this Spring", (in Chinese), available at: http://news.xinhuanet.com/fortune/2002-04/04/ content_344149.htm, (accessed December).
    • (2002) New Fashion in This Spring
    • Peng, J.L.1
  • 43
    • 0002236533 scopus 로고
    • Conflict and power
    • Swingle, P. (Ed.), Academic Press, New York, NY
    • Raven, B.H. and Kruglanski, A.W. (1970), "Conflict and power", in Swingle, P. (Ed.), The Structure of Conflict, Academic Press, New York, NY, pp. 69-109.
    • (1970) The Structure of Conflict , pp. 69-109
    • Raven, B.H.1    Kruglanski, A.W.2
  • 45
    • 43949164929 scopus 로고
    • Retailing and channel considerations in developing countries: A review and research propositions
    • Samiee, S. (1993), "Retailing and channel considerations in developing countries: a review and research propositions", Journal of Business Research, Vol. 27 No. 2, pp. 103-29.
    • (1993) Journal of Business Research , vol.27 , Issue.2 , pp. 103-129
    • Samiee, S.1
  • 47
    • 3042805745 scopus 로고
    • The control process in marketing channels: An exploratory investigation
    • 95/6
    • Speh, T.W. and Bonfield, E.H. (1978), "The control process in marketing channels: an exploratory investigation", Journal of Retailing, Vol. 54 No. 1, pp. 13-27, 95/6.
    • (1978) Journal of Retailing , vol.54 , Issue.1 , pp. 13-27
    • Speh, T.W.1    Bonfield, E.H.2
  • 48
    • 0012427146 scopus 로고
    • Reflections on channels research
    • Stern, L.W. (1988), "Reflections on channels research", Journal of Retailing, Vol. 64 No. 1, pp. 1-11.
    • (1988) Journal of Retailing , vol.64 , Issue.1 , pp. 1-11
    • Stern, L.W.1
  • 50
    • 0003151848 scopus 로고
    • Distribution channels as political economies: A framework for comparative analysis
    • Summer
    • Stern, L.W. and Reve, T. (1980), "Distribution channels as political economies: a framework for comparative analysis", Journal of Marketing, Vol. 44, Summer, pp. 52-64.
    • (1980) Journal of Marketing , vol.44 , pp. 52-64
    • Stern, L.W.1    Reve, T.2
  • 52
    • 3042727347 scopus 로고    scopus 로고
    • US Dept of Commerce International Trade Administration, available at: (accessed October)
    • US Dept of Commerce (1999), "Agents/distributors", International Trade Administration, available at: http://infoserv2.ita.doc.gov/ (accessed October).
    • (1999) Agents/distributors
  • 54
    • 26544441250 scopus 로고    scopus 로고
    • 20 October, (in Chinese, Shijie Re Bao)
    • (The) World Journal (1999a), 20 October, (in Chinese, Shijie Re Bao), p. A7.
    • (1999) (The) World Journal
  • 55
    • 26544433920 scopus 로고    scopus 로고
    • 4 July, (in Chinese, Shijie Re Bao
    • (The) World Journal (1999b), 4 July, (in Chinese, Shijie Re Bao, p. A8.
    • (1999) (The) World Journal
  • 56
    • 0002843417 scopus 로고
    • The Chinese cultural system: Implications for cross-cultural management
    • Xing, F. (1995), "The Chinese cultural system: implications for cross-cultural management", SAM Advanced Management Journal, Vol. 60 No. 1, pp. 14-20.
    • (1995) SAM Advanced Management Journal , vol.60 , Issue.1 , pp. 14-20
    • Xing, F.1
  • 57
    • 0036109190 scopus 로고    scopus 로고
    • The distribution channel for foreign-brand apparel in China: Structure, government's role, and problems
    • Zhang, L., Dickson, M. and Lennon, S. (2002), "The distribution channel for foreign-brand apparel in China: structure, government's role, and problems", Clothing and Textile Research Journal, Vol. 20 No. 3, pp. 167-80.
    • (2002) Clothing and Textile Research Journal , vol.20 , Issue.3 , pp. 167-180
    • Zhang, L.1    Dickson, M.2    Lennon, S.3
  • 58
    • 3042720975 scopus 로고    scopus 로고
    • China's apparel market is entering a brand-based competitive era
    • (in Chinese), available at: (accessed February)
    • Zhao, H. (2003), "China's apparel market is entering a brand-based competitive era", (in Chinese), Market Daily, available at: http://enjoy.eastday.com/epublish/ (accessed February).
    • (2003) Market Daily
    • Zhao, H.1
  • 59
    • 0029139122 scopus 로고
    • Exchange relationships between apparel retailers and manufacturers
    • ZuHone, L.M. and Morganosky, M.A. (1995), "Exchange relationships between apparel retailers and manufacturers", Clothing and Textiles Research Journal, Vol. 13 No. 1, pp. 57-64.
    • (1995) Clothing and Textiles Research Journal , vol.13 , Issue.1 , pp. 57-64
    • ZuHone, L.M.1    Morganosky, M.A.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.