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    The influence of Guanxi and knowledge of China's business environment on relationship initiation capabilities: The case of Australian SME service suppliers in China

    226055_Chan 2015.pdf (1.137Mb)
    Access Status
    Open access
    Authors
    Chan, Tysun
    Date
    2014
    Supervisor
    Dr Sandra Gountas
    Dr Steve Dix
    Type
    Thesis
    Award
    MPhil
    
    Metadata
    Show full item record
    School
    School of Marketing
    URI
    http://hdl.handle.net/20.500.11937/1386
    Collection
    • Curtin Theses
    Abstract

    The purpose of this research is to examine the influences guanxi resources, understanding of the Chinese business environment, environmental competition and salesperson effectiveness have on business relationship initiation capabilities with customers in the People’s Republic of China for Australian exporters. Thematic analysis is used to analyse qualitative survey data from 25 Australian small and medium enterprises (SMEs) supplying services to China. Quantitative responses from 72 firms are also examined via PLS based structural equation modelling.

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