Managing Channel Relations in China: An Exploratory Study

Abstract

This paper focuses on the impact of cultural differences on channel relations between Western suppliers and their Chinese intermediaries. More specifically, it zooms in on the impact of ren quin, bao, guanxi and xinren and how these concepts influence channel leadership management practices of Western exporters. The study applies a qualitative methodology to uncover critical incidents, experiences and practices by both Western exporters and Chinese intermediaries.