Table of contents - Special Issue: Business‐to‐business marketing practices in China
Guest Editors: Brian Low
Business‐to‐business negotiating in China: the role of morality
Jamal A. Al‐Khatib, Stacy M. Vollmers, Yusin LiuThe purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation…
Securing network legitimacy in China's telecommunication market
Brian Low, Wesley J. Johnston, Jennifer WangThe purpose of this paper is to establish the importance and approaches in securing an organization's legitimacy from the network community of customers, suppliers and…
Buyer‐supplier relationship dissolution: the Chinese context
Andrew D. Pressey, Xin Xuan QiuThis paper aims to examine the characteristics of buyer‐supplier relationship dissolution in China.
Marketing and business performance of construction SMEs in China
Yiming Tang, Paul Wang, Yuli ZhangThis study aims to examine the association between a number of variables pertaining to marketing strategy and business performance of small construction firms in Tianjin, China.
Business‐to‐business marketing as a key factor for increasing service revenue in China
Heiko Gebauer, Chunzhi Wang, Bernold Beckenbauer, Regine KremplThis study seeks to examine how Chinese culture affects business‐to‐business marketing strategies and service revenue in manufacturing companies.
Huawei Technologies Corporation: from local dominance to global challenge?
Brian LowThe paper aims to identify the challenges faced by Huawei Technologies, China's biggest telecommunications equipment manufacturer, as it makes the transition from an…
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ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota