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The Development Of Industrial Buyer-Seller Relationships In A Chinese Context

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Executive Summary

The purpose of the paper is to illustrate how industrial buyer-seller relationships develop outside the Western World, especially in the case of China. Hence, the paper will address the current industrial buyer-seller relationship process models and guanxi and its development. The paper studies four case relationships between a Chinese industrial buyer and a Finnish industrial seller. The research method is that of inductive multiple case studies. The industrial buyer-seller relationship develops through the following states: Beginning States: Searching, Starting; Middle States: Growth, Troubled, Decline, Constant; and End States: Termination. The State of Dormancy or Inert may be considered a hybrid state, i.e. as both a Middle State and an End State.

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