The five linked case studies presented here highlight the relationships among manufacturer-suppliers, manufacturer-customers, distributor-customers, and facilitators such as transportation and
management consulting firms. After a look at the impact of national culture on Western industrial buyer-seller relational process models, there is a study of the development of ’guanxi’
(emotion-based relationship networks) in the context of Chinese-Finnish relationship dynamics, both at the individual and the organizational level. Other subjects addressed include the
development of industrial buyer-seller relations in a Chinese context and adaptation in business contexts. Each chapter relies on multiple sources, including interviews of executives and direct
observation of interactions among firms. Woodside is affiliated with Boston College. Baxter is affiliated with Auckland University of Technology, New Zealand. Distributed in North America by
Turpin Distribution. Annotation ©2013 Book News, Inc., Portland, OR (booknews.com)
