China’s expanding position within the global business arena has placed focus on its role in assisting to stimulate the global economy during the current ‘global financial crisis’. This raises the importance of better understanding how the Chinese conduct their inter-firm interactions, in...

Purpose – The paper aims to analyse the nature of business communication and its influence on relationships development between Hong Kong Chinese intermediaries sourcing from Mainland Chinese sellers involved in manufacturing for sale to Western buyer firms. Design/methodology/approach – A...

Purpose – The purpose of this paper is to study compatibility variations in buyer‐seller relationships between Mainland Chinese firms and Hong Kong Chinese buyer firms that act as intermediaries to markets in the West. Design/methodology/approach – Data are drawn from 19 multiple...