This paper analyses the relevant aspects of the transition that must be addressed when companies operating in mature markets change from one sales structure to another. In our specific research context, we try to shed light on the transition between one sales configuration based on...

There is a growing literature on global Chinese companies, but this tends to be at a very general level. There is little research to date on the effect of Chinese involvement on workers and their unions. Although focussed on one company, SINOHYDRO, this paper addresses questions of importance to...