Title

Commitment and conflict management for relational marketing in China

Document Type

Journal article

Source Publication

International Journal of Technology Management

Publication Date

2002

Volume

24

Issue

1

First Page

88

Last Page

105

Keywords

supply chain partnership; cooperative conflict; competitive conflict; avoidance

Abstract

Partnerships between organisations are thought to be critical to improve quality and serve customers, but understanding and developing effective partnerships have proved challenging. Commitment to quality by selling firms and customer firms is a first step but it is proposed that they must be willing and able to manage their conflicts constructively in order to develop their relationship. Findings from Chinese State Owned Enterprises supported the overall model that commitment induces cooperative conflict management rather than competitive or avoidance and that cooperative conflict results in relationships satisfying to both selling and customer firms. The results were interpreted as challenging the traditional view that avoiding conflict is useful in East Asia and that managing conflict cooperatively is a foundation for partnership effectiveness in China.

DOI

10.1504/IJTM.2002.003046

Print ISSN

02675730

E-ISSN

17415276

Publisher Statement

Access to external full text or publisher's version may require subscription.

Full-text Version

Publisher’s Version

Recommended Citation

Wong, A., Tjosvold, D., & Zhang, P. (2002). Commitment and conflict management for relational marketing in China. International Journal of Technology Management, 24(1), 88-105. doi: 10.1504/IJTM.2002.003046