Business-to-business marketing practices in China / guest editor Brian Lowe.

Format:

Book

Contributor:

Lowe, Brian.

Series:

Journal of Business & Industrial Marketing ; 22, no. 2

Language:

English

Subjects (All):

Marketing--China.

Marketing.

Industrial marketing--China.

Industrial marketing.

Physical Description:

1 online resource (1 v.)

Edition:

1st ed.

Place of Publication:

Bradford, England : Emerald Group Publishing, c2007.

Language Note:

English

Summary:

The quest for the greatest untapped business-to-business market on earth remains difficult and fraught with challenges.While some have succeeded,many have also failed.Why? This e-book seeks to answer this question. Written for academics,researchers and practitioners,we believe that the papers in this issue make valuable contributions toward,and provide substantive insights into successful business marketing practices in China.The articles that have contributed to this issue have covered topics like the role of morality in business,resourcing the Chinese telecommunication market,and using B2B marketing as away of increasing service revenue.

Contents:

Cover

Contents

Guest editorial

Business-to-business negotiating in China: the role of morality

Securing network legitimacy in China's telecommunication market

Buyer-supplier relationship dissolution: the Chinese context

Marketing and business performance of construction SMEs in China

Business-to-business marketing as a key factor for increasing service revenue in China

Huawei Technologies Corporation: from local dominance to global challenge?

Executive summary and implications for managers and executives.

Notes:

Bibliographic Level Mode of Issuance: Monograph

ISBN:

1-280-84741-7

9786610847419

1-84663-379-6

OCLC:

182530389