Abstract : This study analyzes Chinese commercial negotiating practices for two reasons. The first is to minimize future misunderstandings in such activities, and the second is to provide guidance for government-to-government negotiations. The research procedure used involved interviews with American businessmen and bankers with extensive experience in the China trade, and--in order to control for American cultural factors--interviews with comparable Japanese bankers and businessmen. What was learned from the experiences of businessmen is to value in government-to-government negotiations, even though there are substantial differences between commercial and diplomatic relationships. At present both Beijing and Washington seek a more cooperative and complementary relationship. (Author)

Chinese commercial negotiating style = 談判作風

Improving reverse supply chain performance: The role of supply chain leadership and governance mechanisms

Linking big data analytical intelligence to customer relationship management performance

Resource acquisition is vital for new venture survival and growth. However, surprisingly little is known about how the entrepreneurial orientation (EO) of the new venture affects its resource acquisition. Drawing on the resource-based view of the firm, we articulate a theory and treatment of EO that address this oversight and remedy for the routine absence of context among studies of EO. Accounting for the simultaneous effect of environmental dynamism and an opportunistic orientation (OO), a tendency among Chinese new ventures to imitate technology and profit through market information asymmetry, as important contextual variables reflecting the Chinese business context, we provide insights on the contingency effects of contextual variables. Results from a quantitative study of 361 Chinese new ventures show that EO positively influences resource acquisition. However, this relationship is context sensitive. In a low dynamic environment, OO negatively moderates this relationship. However, in a highly dynamic environment, OO exhibits no effect on the relationship between EO and new venture resource acquisition. Our results contribute to a resource-based theory of EO and reveal its context sensitivity. Our study is a step in moving the scholarship of EO forward and away from the performance debate towards greater predictive accuracy of EO and its systems of effects.

/pdf/entrepreneurial-orientation-and-new-venture-resource-3u94vgn2ym.pdf

Entrepreneurial orientation and new venture resource acquisition: why context matters

Maintaining a healthy buyer–supplier relationship enhances the competence of the firm and the entire supply chain. This study examines the stability and concentration of both the upstream and downstream relationships in the focal firms in a supply chain. Using empirical evidence from 2,920 listed firms in China, we find that maintaining higher stability with major suppliers and customers enhances a firm’s financial performance, whereas a higher concentration of major suppliers and customers negatively affects the firm’s financial performance. The positive impact of stability is higher than the negative effect of concentration on firm’s performance. Additionally, geographical distance with the customer amplifies the positive impact of customer stability on a firm’s performance, and the geographical distance with suppliers and customers enlarges the concentration’s negative impact. Firms should build an open, long-term relationship that is stable but not exclusive with their major suppliers and customers to achieve better financial performance. 

Examining the impact of upstream and downstream relationship stability and concentration on firms’ financial performance

Relational governance in supplier-buyer relationships: The mediating effects of boundary spanners' interpersonal guanxi in China's B2B market

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Relational governance in supplier-buyer relationships: The mediating effects of boundary spanners' interpersonal guanxi in China's B2B market