Discovering relational bonds in channel relationships: a case study of Malaysia

Roslin, Rosmimah Mohd and Melewar, T. C. (2000) Discovering relational bonds in channel relationships: a case study of Malaysia. Journal of Global Marketing, 14 (3) . pp. 49-76. ISSN 0891-1762 [Article] (doi:10.1300/J042v14n03_04)


This study addresses the issue of relational bonding between retailers and suppliers within the grocery distribution channels in Malaysia. It reflects the relationship marketing concept in assessing in-terorganizational relationships. The importance of ‘guanxi’ or special relationship between channel members within the grocery distribution network in Malaysia is identified as a significant factor affecting channel interaction. The influence of the Chinese and their business philosophies are evident in the Malaysian grocery distribution channel. Business relationships between channel members require effective negotiation strategies and with the understanding of ‘guanxi’, the emphasis is on building long-term relationships to ensure continuous and profitable associations.

Item Type: Article
Research Areas: A. > Business School > International Management and Innovation
A. > Business School > Marketing, Branding and Tourism
A. > Business School > Strategic Marketing, Consumer Behaviour and Branding/Identity group
Item ID: 12418
Useful Links:
Depositing User: Alison Roache
Date Deposited: 13 Nov 2013 11:57
Last Modified: 13 Oct 2016 14:29

Actions (login required)

View Item View Item


Activity Overview
6 month trend
6 month trend

Additional statistics are available via IRStats2.