Working paper
Interfirm Marketing Performance Between Two Economic Culture Systems: Hong Kong and Mainland China Trade
Faculty of Business Working Paper Series, Vol.3(1), pp.18-38
University of the Sunshine Coast
2000
Abstract
The fundamental belief portrayed within the paradigm of the Uppsala school is that the ability to manage the establishment and maintenance of close relationships with the buyer is an important ingredient of a successful long term organisational strategy. Consistent with this approach, this paper provides a picture of the interfirm marketing performance between two systems. This is conducted through the analysis of the quality of business-to-business relationships between managers in the economic culture system of the Special Administrative Region (SAR) of Hong Kong (buyers), and managers (sellers) in the economic culture system of the Chinese Mainland. The results are based upon a self-completing questionnaire survey of managers working in Hong Kong. A number of relationship dimensions as identified by Ford (1984) provide the underpinnings for this research, which is given a primarily qualitative interpretation.
Details
- Title
- Interfirm Marketing Performance Between Two Economic Culture Systems: Hong Kong and Mainland China Trade
- Authors
- Roger T Pyatt (Author) - University of the Sunshine Coast - Faculty of BusinessMichael Trimarchi (Author) - University of the Sunshine Coast - Faculty of Business
- Publication details
- Faculty of Business Working Paper Series, Vol.3(1), pp.18-38
- Publisher
- University of the Sunshine Coast
- Date published
- 2000
- ISSN
- 1443-3737
- ISBN
- 0958535207
- Copyright note
- Copyright © 2000 T Roger Pyatt and Michael Trimarchi. Reproduced with permission.
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99449419202621
- Output Type
- Working paper
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