Liu Shuo. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2005. / Includes bibliographical references (leaves 120-126). / Abstracts and questionnaires in English and Chinese. / Chapter Chapter 1 --- Introduction --- p.1 / Chapter 1.1 --- Chinese Pharmaceutical Industry --- p.5 / Chapter 1.1.1 --- Distributors / Chapter 1.1.2 --- Suppliers´ؤPharmaceutical Manufacturers / Chapter 1.1.3 --- Retailers / Chapter 1.1.4 --- The Public Bidding for Medicines / Chapter 1.2 --- Methodology --- p.18 / Chapter Chapter 2 --- Literature Review / Chapter 2.1 --- The Definition of Guanxi --- p.21 / Chapter 2.2 --- Guanxi and Social Capital --- p.23 / Chapter 2.3 --- Guanxi in Chinese Business Domain --- p.29 / Chapter 2.4 --- Guanxi Practice --- p.33 / Chapter 2.5 --- Theoretical Framework --- p.36 / Chapter Chapter 3 --- Pre-existing Personal Relations / Chapter 3.1 --- Case Selection --- p.42 / Chapter 3.2 --- Functions of Pre-existing Ties --- p.43 / Chapter 3.2.1 --- Preparation of Guanxi Establishment一Information Gathering / Chapter 3.2.2 --- Pre-existing Ties and Information Gathering / Chapter 3.2.3 --- Establish Familiarity / Chapter 3.2.4 --- Pre-existing Ties and Familiarity Establishment / Chapter 3.2.5 --- Limitation of Pre-existing Ties' Effect / Chapter 3.2.6 --- Pre-existing Ties and Guanxi Cultivation / Chapter 3.3 --- Summary --- p.70 / Chapter Chapter 4 --- Guanxi Cultivation / Chapter 4.1 --- Guanxi Practice and Economic Performance --- p.72 / Chapter 4.2 --- Regulations and Prevalence of Guanxi Practice --- p.74 / Chapter 4.3 --- Guanxi Cultivation´ؤChoose Proper Guanxi Practice --- p.76 / Chapter 4.4 --- The Importance of Renqing --- p.78 / Chapter 4.5 --- Socio-economic Environment Change and Guanxi Practice Adjustments --- p.81 / Chapter 4.6 --- Summary --- p.83 / Chapter Chapter 5 --- Quantitative Analysis / Chapter 5.1 --- Hypotheses --- p.86 / Chapter 5.2 --- Conceptualization and Operationalization of Variables --- p.88 / Chapter 5.3 --- Methods --- p.91 / Chapter 5.4 --- Results --- p.92 / Chapter 5.4.1 --- Pharmaceutical Distributors' Organizational Performance / Chapter 5.4.2 --- Pharmaceutical Salespersons' Individual Performance / Chapter 5.5 --- Summary --- p.103 / Chapter Chapter 6 --- Conclusion and Discussion / Chapter 6.1 --- The Study --- p.104 / Chapter 6.2 --- Summary of Findings --- p.105 / Chapter 6.3 --- Theoretical Implications --- p.118 / Chapter 6.4 --- Practical Implications --- p.110 / Chapter 6.5 --- Limitations and Suggestions for Future Research --- p.111 / Appendix I Interview Schedule --- p.113 / Appendix II Sample of Questionnaire --- p.115 / Bibliography --- p.120
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_325251 |
| Date | January 2005 |
| Contributors | Liu, Shuo., Chinese University of Hong Kong Graduate School. Division of Sociology. |
| Source Sets | The Chinese University of Hong Kong |
| Language | English, Chinese |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, 126 leaves ; 30 cm. |
| Coverage | China, China, China |
| Rights | Use of this resource is governed by the terms and conditions of the Creative Commons “Attribution-NonCommercial-NoDerivatives 4.0 International” License (http://creativecommons.org/licenses/by-nc-nd/4.0/) |
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