Relationship Marketing in a Chinese Context
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Guanxi by Erdener Kaynak
Book DescriptionDevelop a network of successful business relationships in China! This systematic study of the Chinese concept of guanxi--broadly translated, "personal relationship" or "connections"--offers a comprehensive social and professional model for doing business in China. In addition to a clear analysis of the origins and meanings of this vital concept, Guanxi: Relationship Marketing in a Chinese Context empowers you with practical tools for establishing guanxi in order to facilitate successful business relationships. Guanxi is based on an original research study as well as the authors'twenty years of experience of doing business in China. Their understanding of the implications of face, favor, reciprocity, honor, and interconnectedness--all vital parts of guanxi--will enable you to understand the unstated assumptions of Chinese business culture. Moreover, the book discusses the legal implications of guanxi as well as cultural expectations. This valuable handbook offers a wealth of information on guanxi: * case studies of guanxi in action * managerial implications of saving face and reciprocity * measuring guanxi quality and performance indicators * step-by-step instructions for building guanxi * detailed strategies for penetrating the Chinese marketGuanxi is an indispensable tool for anyone wanting to do business in China, for students of international business or Chinese culture, and for scholars interested in international business culture.
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Book DetailsISBN: 9780789012890
(216mm x 156mm x 23mm)
Imprint: Haworth Press Inc
Publisher: Taylor & Francis Inc
Publish Date: 16-Aug-2001
Country of Publication: United States
Books By Author Erdener Kaynak
Successfully Doing Business/Marketing In Eastern Europe, Hardback (December 2008)
A collection of instructive and detailed essays that helps readers to understand and navigate the complexities of the business world and marketplace of Eastern Europe. It covers the peculiarities of consumer behavior, industry policy, and the economic and social demographics in the region.
When Economies Change Hands, Hardback (August 2005)
Provides a much needed and timely survey of the transitioning markets of post-Communist Europe. Examines the historical, sociocultural and economic impacts of market transition.
International Retailing Plans and Strategies in Asia, Paperback (June 2005)» View all books by Erdener Kaynak
Examines the strategies of Western retailers entering into Asian markets, and provides specific case examples showing why some companies have failed in Asia - as well as factors that helped others succeed. This book is designed for international marketing students, retail researchers, business managers, and policymakers.
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