August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Some Western key accounts seem to purposefully accentuate the uncertainties felt by the Chinese supplier by having policies prohibiting the supplier from contacting more senior executives of the key account. This may be a strategic move, ie a means of keeping suppliers in constant fear of being made redundant and thus driven to accommodate demands …
… advantages realized by blocking guanxi* may be short-lived … Chinese suppliers can be expected to have the option of turning much of their productive capacity to rising Chinese brands or to a growing array of Eastern key accounts from South Korea, Singapore, etc.
Murphy and Li (2015: 1240)
* A Chinese approach to relationship building.
The information imperative
It is argued these days that ...
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