Essays about: "business-to-business guanxi"

Found 5 essays containing the words business-to-business guanxi.

  1. 1. Influence of Guanxi and Trust on Business to Business relationships in the Chinese market

    University essay from Högskolan i Gävle/Företagsekonomi

    Author : YIGE LIU; SIRIOUS NTERAI; [2019]
    Keywords : Guanxi; Trust; Interpersonal Trust; Organizational Trust; Mianzi; Renqing; Ganqing; B2B Relationships;

    Abstract : Aim: To understand the influence of guanxi and trust on business to business relationships in the Chinese market. Method: This study was conducted based on an inductive qualitative research method with the use of primary and secondary data. READ MORE

  3. 2. Wine and dine, or a fine? : A multiple case study on how Swedish companies build and manage B2B guanxi in China

    University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Author : Beatrice Poljakovic; Malin Pripp; [2017]
    Keywords : Guanxi; business-to-business guanxi; building stages; management strategies; risks and benefits; China; Swedish companies;

    Abstract : Since Sweden’s home market is relatively small, companies are forced to engage in international business. Researchers have stressed that companies with a small home market should find new markets to gain benefits which companies with large home markets possess. READ MORE

  4. 3. Lost in Guanxi : How a Western company should use Relationship Marketing and/or Guanxi in China

    University essay from Ekonomihögskolan, ELNU

    Author : Hannah Nystrand; [2012]
    Keywords : Guanxi; Relationship Marketing; Relationship Marketing practices; Relationship Marketing targets; Service industry; B2B; Relationship building; Trust; Culture; China;

    Abstract : Purpose: To describe the Relationship Marketing and Guanxi practices of a western company in China, and to create an understanding regarding the interconnection of Guanxi and Relationship Marketing as the foundation of such practices. Method: The research is qualitative with an inductive relation between theory and the empirical findings. READ MORE

  5. 4. China Strategy for ESP Wire : A study of the Chinese market from Sandvik's perspective

    University essay from Ämnesavdelningen för energi- och maskinteknik; Institutionen för teknik och byggd miljö

    Author : Joel Eriksson Enquist; [2008]
    Keywords : Chinese market; Business-to-business in China; Sandvik; Spiral discharge;

    Abstract : Aim: SMT Wire has noticed that their sales of ESP wire are very low in China compared to India. SMT Wire now wonders how they can increase their market share in China. Method: Personal interviews, telephone interviews and interactive conversations. READ MORE

  6. 5. There will always be another Monday : A cross cultural study of Swedish and Chinese business perspectives

    University essay from Handelshögskolan vid Umeå universitet

    Author : Emma Bronell; Carl-Johan Blom; [2008]
    Keywords : China; Relationship; Culture; Guanxi; Relationship marketing;

    Abstract : If you look out the window today you can observe influences from all over the world. It seems like the world has shrunken and accessibility has gotten a bigger impact. READ MORE