Purpose – Aims to provide the contextual framework for local and foreign manufacturers in assessing the market potential of China's telecommunications equipment market, including an analysis of contemporary economic, political and historical issues. Design/methodology/approach – This is an...

Purpose – The purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation tactics as they operate in a nation transitioning from a planned economy to a market economy....

Purpose – This paper aims to examine the characteristics of buyer‐supplier relationship dissolution in China. Design/methodology/approach – The paper presents the results of nine in‐depth interviews of Chinese managers of dissolved long‐term business relationships. Findings – The...

Purpose – This 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. Design/methodology/approach – The paper consists of a qualitative pilot study and a quantitative main...

Purpose – This study seeks to examine how Chinese culture affects business‐to‐business marketing strategies and service revenue in manufacturing companies. Design/methodology/approach – The paper used a combination of qualitative research approaches, namely interviews, longitudinal study...

Purpose – The purpose of this paper is to investigate how and why staying on the edge of emerging and converging technologies is significant for businesses to create the most vibrant, adaptive and complex behaviors, including a wider range of business relational initiatives (e.g. outsourcing,...

Purpose – The purpose of this paper is to identify why and how organizational network legitimacy facilitates firms' access to knowledge networks and reciprocal knowledge exchange between stakeholders. Design/methodology/approach – The study involves a managerially oriented inductive...

Purpose – This paper aims to increase understanding of how firms can more effectively identify valuable and profitable innovations in the pharmaceutical industry and to identify the issues and challenges posed by current managerial decision-making practices. Design/methodology/approach – A...

Existing business marketing theory often overstates the importance of competitive positioning when undertaking market entry strategy, although most theory acknowledge the need to develop strategies based on an analysis of the market structure. Indeed, as business marketers offering distance...