TAN Lihua & Jean RUFFIER (2010), Incentives and Governance of Distributer Networks : The Case of a Foreign-Funded Paint and Coating Materials Enterprise, Chinese Sociology and Anthropology, Spring 2010 issue, New York

How a Japanese company managed a distributors network in China. The study describes some changes in firm strategies, how these changes were implemented. The result is a multi-strategies network with different dependance links between distributors and the industrial firm.