Marketing Faculty Publications and Presentations

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  • Relationship duration with major clients not only has a direct, negative effect on total income (sales).

  • Relationship duration has a negative moderating effect on the association between research & development (R&D) and total income.

  • Relationship duration with major suppliers has a positive moderating effect on the association between R&D and total profits.

  • Relationship with government has a positive effect on total income, and it also has a negative moderating effect on the R&D-performance chain.

  • Chinese firms over emphasize the importance of guanxi with the government by going overboard or overspending on it.


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Publication Title

Industrial Marketing Management



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Marketing Commons



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