Exploring the Attitudes of Chinese Industrial Purchasing Agents towards US Suppliers

摘要

This study examines the influence of Chinese purchasing agents on trading decisions with the United States. Seventy-one Chinese purchasing agents were interviewed to establish how they perceive American industrial firms, producing data that has a general implication for governments and businesses. The research indicates that export performance of supplier countries can be enhanced by a more consistent and China-centric approach to relationship management. A checklist of questions is provided for managers to assess their performance in trade negotiations.