Evaluating a Model of Industrial Relationship Performance: A Comparison of European and Chinese results using the IMP Data Base

Australasian Marketing Journal

Volumn 13, Issue 2, 2005, Pages 49-60

  Wiley, James ^a   Wilkinson, Ian ^a   Young, Louise ^a  

^a VICTORIA UNIVERSITY OF WELLINGTON   (New Zealand)

Author keywords

Business relationships; Business to business marketing; Commitment; Cross cultural comparisons; Network connections; Understanding

Indexed keywords

EID: 57849110256     PISSN: 14413582     EISSN: None     Source Type: Journal    
DOI: 10.1016/S1441-3582(05)70077-X     Document Type: Article

References (40)

1. Alston J.P. Wa, Guanxi, and Inhwa: Managerial Principles in Japan, China, and Korea. Business Horizons 1989, 32:26-31. (March-April).
2. Ambler T., Styles C. The Coexistence of Transaction and Relational Marketing. Industrial Marketing Management 2003, 32(8):633-642.
3. Anderson J.C., Gerbing D.W. Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach. Psychological Bulletin 1984, 103(3):411-423.
4. Anderson C., Hakansson H., Johanson J. Dyadic Business Relationships within a Business Network Context. Journal of Marketing 1994, 58:1-15. (October).
5. Bjorkman I., Kock S. Social Relationships and Business Networks: The Case of Western Companies in China. International Business Review 1995, 4(4):519-555.
6. Blankenburg-Holm D., Eriksson K., Johanson J. Business Networks and Cooperation in International Business Relationships. Journal of International Business Studies 1996, 27(5):1033-1053.
7. Christopher M., Payne A., Ballantyne D. Relationship Marketing: Creating Stakeholder Value 2002, Butterworth Heinemann, Oxford.
8. Chu P. Social Network Models of Overseas Chinese Entrepreneurship: The Experience in Hong Kong and Canada. Canadian Journal of Administrative Sciences 1996, 13(4):358-365.
9. Davies H. Interpreting Guanxi: the Role of Personal Connections in a High Context Transitional Economy. China Business: Context and Issues 1995, 155-169. Longman Asia. H. Davies (Ed.).
10. Dawson B., Wilkinson I., Young L. Conceptual and Methodological Issues in Translation of a Business Questionnaire into Chinese. Proceedings of Sixth Symposium on Cross Cultural Consumer and Business Studies 1997, 183-187. S.M. Smith (Ed.).
11. Dwyer F.R., Schurr P.H., Oh S. Developing Buyer-Seller Relationships. Journal of Marketing 1987, 51:11-27. (April).
12. Dyer J., Singh H. The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage. Academy of Management Review 1998, 23(4):660-679.
13. Emerson R.M. Exchange Theory, Part I: Exchange Relation and Network Structures. Sociological Theories in Progress 1972, Vol 2:2-65. Houghton Mifflin, Boston.
14. Hakansson H., Snehota I. Developing Relationships in Business Networks 1995, Routledge, London.
15. Jacobs J.B. The Concept of Guanxi and Local Politics in a Rural Chinese Cultural Setting. Social Interaction in Chinese Society 1982, 209-236. Praeger, New York. S. Greenblatt, R. Wilson, A. Wilson (Eds.).
16. Kanter R. Colaborative Advantage: The Art of Alliances. Harvard Business Review 1994, 72:96-108. (July-August).
17. Kao J. The Worldwide Web of Chinese Business. Harvard Business Review 1993, 71:24-36. (March-April).
18. Kirkbride P.S., Tang S.F.Y., Westwood R.I. Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences. Organizational Studies 1991, 2(3):365-386.
19. Kim K. On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads. Journal of the Academy of Marketing Science 2000, 28(3):388-405.
20. Kipnis A Producing Guanxi: Sentiment, Self, and Subculture in a North China Village 1997, Duke University Press, Durham, North Carolina.
21. Luo Y. Guanxi and Performance of Foreigninvested Enterprises in China: An Empirical Inquiry. Management International Review. 1997, 37(1):51-70.
22. Mavondo F.T., Rodrigo E. The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China. Journal of Business Research 2001, 52(2):111-121.
23. MacInnis P. Guanxi or Contract: A Way to Understand and Predict Conflict between Chinese and Western Senior Managers in China-based Joint Ventures. Research on Multinational Business Management and Internationalisation of Chinese Enterprises 1993, 345-351. Nanjing University Nanjing, China. D. McCarty, S. Hille (Eds.).
24. Morgan R.M., Hunt S.D. The Commitment- Trust Theory of Relationship Marketing. Journal of Marketing 1994, 58:20-38. (July).
25. Redding S.G. The Spirit of Chinese Capitalism 1990, W. de Gruyter, Berlin, New York.
26. Ritter T., Wilkinson I.F., Johnston W.J. Measuring Network Competence: Some International Evidence. Journal of Business and Industrial Marketing 2002, 17(2/3):119-138.
27. Ritter T., Wilkinson I.F., Johnston W.J. Firms' Ability to Manage in Business Networks: A Review of Concepts. Industrial Marketing Management 2004, 33:175-183. (April).
28. Sheth J., Paravatiyar A., 2000. The Handbook of Relationship Marketing, Sage, Newbury Park California.
29. Steenkamp J.E.M., Baumgartner H. Assessing Measurement Invariance in Cross-National Consumer Research. Journal of Consumer Research 1998, 25(1):78-90.
30. Turnbull P., Ford .I.D., Cunningham M. Interaction, Relationships and Networks in Business Markets: an evolving perspective. Journal of Business and Industrial Marketing 1996, 11(3/4):44-62.
31. Walter A., Ritter T., Gemunden H.G. Value Creation in Buyer-Seller Relations. Industrial Marketing Management 2001, 30(4):365-377.
32. Walter A., Muller T.A., Helfert G., Ritter T. Functions of Industrial Supplier Relationships and Their Impact on Relationship Quality. Industrial Marketing Management 2003, 32(2):365-377.
33. Wiley, J., Wilkinson, I. F., Young, L.C., 2006. 'The Nature, Role and Impact of Connected Relations: A Comparison of European and Chinese Perspectives' Journal of Business and Industrial Marketing.(in press).
34. Wilkinson I.F. History of Channels and Network Thinking in Marketing in the 20th Century. Australasian Marketing Journal 2001, 9(2):23-53.
35. Wong Y.H., Chan R.Y. Relationship Marketing in China: Guanxi, Favouritism and Adaptation. Journal of Business Ethics 1999, 22(2):107-118.
36. Wu, W.P., 1994. Guanxi and its Managerial Implications for Western Firms in China: A Case Study. Paper presented at the International Conference on Management Issues for China in the 1990s, University of Cambridge. Cambridge, U.K.
37. Yang M.M. Gifts, Favors and Banquets: The Art of Social Relationships in China 1994, Cornell University Press, New York.
38. Yeoh, K., Wilkinson, I.F., 2005. Value Creation in Chinese and European Business Relationships. In: Brown, D., MacBean, A., (Eds.) Challenges for China's Development: An enterprise perspective Routledge: London.(in press).
39. Yeung I.Y., Tung R.L. Achieving Business Success in Confucian Societies: the Importance of Guanxi. Organizational Dynamics 1996, 25(2):54-65.
40. Young L.C., Wilkinson I.F. The Space Between: Towards a Typology of Interfirm Relations. Journal of Business to Business Marketing 1997, 4(2):53-97.