Buyer-supplier relationship dissolution: The Chinese context

Pressey, Andrew D. and Qui, Xin Xuan (2007) Buyer-supplier relationship dissolution: The Chinese context. Journal of Business and Industrial Marketing, 22 (2). pp. 107-117. ISSN 0885-8624

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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 paper finds that it is common in China for relationships to have a transferable “energy” after the dissolution of a relationship due to the guanxi that exists between individuals prior to dissolution. It is also common for dysfunctional relationships to “fade away” so as not to lose “face” for a business partner or damage any guanxi developed by abruptly ending relations. Additionally, a characteristic of dissolution in China is the involvement of a third‐party (an individual who introduced subsequent business partners), who would often then play an active role in the dissolution of the relationship. Research limitations/implications: The findings are based on data from managers in private enterprises with no examination of state‐owned enterprises. Practical implications: The paper offers guidelines for the characteristics of relationship dissolution in China that make it distinctive, particularly in comparison to dissolution in a Western context. Originality/value: This study contributes to the understanding of relationship dissolution by examining buyer‐supplier relationship dissolution in China. The findings of this study suggest that much can be gained by examining predominantly western views of relationship functionality and dysfunctionality in different cultural contexts.

Item Type: Article
Additional Information: mid:11576 dc:ueastatus:post-print formatted dc:ueahesastaffidentifier:9610260300917
Faculty \ School: Faculty of Social Sciences
Faculty of Social Sciences > Norwich Business School
Depositing User: Vishal Gautam
Date Deposited: 01 Mar 2007
Last Modified: 27 Oct 2023 00:38
DOI: 10.1108/08858620710730221

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