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| Author: | Frankenstein, J. Chao, C. N. |
| Title: | Decision-making in the Chinese foreign trade administration: a preliminary survey. |
| Journal: | Columbia Journal of World Business
1988 : FALL, VOL. 23:3, p. 35-40 |
| Index terms: | DECISION MAKING FOREIGN TRADE CHINA |
| Language: | eng |
| Abstract: | Personal interviews with Chinese foreign trade decision-makers in several locations of China revealed Chinese perceptions of important variables in what "makes the deal". The availability of foreign exchange together with price and other immediate cost factors appear to be key issues. In the complexities of the Chinese administrative maze, the end-user emerged as a key decision-maker in choosing a foreign vendor, but local and central authorities were also important. The survey showed that a certain degree of decentralization has occurred in China. Despite some tensions in early 1987, the reformist consolidation at the October 1987, the 13th Party Congress indicates that the "open door" will continue. |
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