Purpose – The paper aims primarily to describe and analyze how the strategic and operational relationship with independent dealers has been improved and controlled. The paper also aims to describe and analyze the improvement program that the dealerships have designed, adopted and implemented,...

Purpose – To review the importance of the Chinese cultural phenomenon, guanxi , and the marked difference in both consumer behaviour and management practices between China and the West, all from the perspective of market entry by multinational firms. Design/methodology/approach – General...