Article : texte imprimé

An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: : An old friend approach ☆

T.K.P. Leung, Auteur ; Yee-Kwong Chan Ricky, Auteur ; Lai Kee-hung, Auteur |

Dans Industrial marketing management (Vol. 40 N° 7 (Special issue), Octobre 2011)

Managers of multi-national enterprises (MNEs) are at a disadvantage in negotiating outcomes with their Chinese counterparts when compared to local competitors. The reasons include: local competitors are more flexible in handling business terms a[...]

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