Journal article
Coordinations in business interactions between Hong Kong Chinese, mainland Chinese and Western actors
International Business Review, Vol.13(3), pp.331-357
2004
Abstract
Hong Kong firms continue to play an important role in the development of mainland China trade. This paper studies the nature of coordinations in triadic interactions between Hong Kong Chinese intermediaries and mainland Chinese sellers, and buyers from the West, and their impact on relationships development. Contrary to popular belief, the results presented here identify that interactions between Hong Kong intermediaries and mainland Chinese sellers tend to include relationships based on price and authority. These interactions tend to be classical in nature, and serve to hinder the development of relationships. On the other hand, interactions between buyers from the West and Hong Kong intermediaries tend to be relational in nature. They include different forms of personal relationships, which tends to be positive for the development of relationships. A new plural form of international business relationship triad is also identified.
Details
- Title
- Coordinations in business interactions between Hong Kong Chinese, mainland Chinese and Western actors
- Authors
- Michael Trimarchi (Author) - University of the Sunshine Coast - Faculty of BusinessR Tamaschke (Author) - University of Queensland
- Publication details
- International Business Review, Vol.13(3), pp.331-357
- Publisher
- Pergamon
- Date published
- 2004
- DOI
- 10.1016/j.ibusrev.2003.10.003
- ISSN
- 0969-5931
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99448780902621
- Output Type
- Journal article
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