Knowledge transfer of manufacturer-distributor partnerships in China
by Lingyun Wang, Pekka Kess, Paivi Iskanius
International Journal of Management and Enterprise Development (IJMED), Vol. 8, No. 3, 2010

Abstract: This paper illustrates that two flows of knowledge transfer between manufacturers and distributor support their joint activities in the Chinese market. One knowledge flow of product-oriented knowledge from manufacturers to distributors supports the distributors' understanding of the products and motivates their initiative in marketing activities. The other flow of market- and customer-oriented knowledge from distributors to manufacturers supports the product improvement and facilitates the collaboration between two partners. The knowledge is transferred mainly by the ways of lecture and on the job learning. High level of trust and open communication between partners facilitate the process of knowledge transfer.

Online publication date: Tue, 11-May-2010

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