7. Buttery, A. and Buttery, E. (1994, Business Networks: Reaching New Markets with Low-cost Strategies, Pitman Publishing, Melbourne.

8. Clayton, D. (1995, "Red tapes delay $38b in US deals", South China Morning Post, 19 October, p. 1.

9. Deverge, M. (1986, "Negotiating with the Chinese", Euro-Asia Business Review, Vol. 5 No. 1, January, pp. 34-6.

10. Fisher, R. and Ury, W. (1986, Getting to Yes: Negotiating Agreement without Giving in, Houghton Mifflin, Boston, MA.

11. Foo, C.P. (1994, "China is re-negotiating foreign joint ventures", South China Morning Post, 12 January, p. 1.

12. Ford, D.I., Hakansson, H. and Johanson, J. (1986, "How do companies interact?", Industrial Marketing and Purchasing, No. 1, pp. 26-41.

13. Ford, I.D. (1980 "The development of buyer-seller relationships in industrial markets", European Journal of Marketing, Vol. 14, pp. 339-53.

14. Greenhalgh, L. and Gilkey, R.W. (1986, "Our game, your rules: developing effective negotiating approaches", in Moore, L. (Ed.), Not as Far as You Think: The Realities of Working Women, Lexington Books, Lexington, MA.

15. Gronroos, C. (1989, "Defining marketing: a market-oriented approach", European Journal of Marketing, Vol. 23 No. 1, pp. 52-60.

16. Gronroos, C. (1990, "Relationship approach to the marketing function in service contexts: the marketing and organisational behaviour interface", Journal of Business Research, Vol. 20 No. 1, pp. 3-12.

17. Gronroos, C. (1994, "Quo vadis, marketing? Towards a relationship marketing paradigm", Journal of Marketing Management, Vol. 10, pp. 347-60.

18. Hakansson, H. (Ed.) (1982, International Marketing and Purchasing of Industrial Goods, Wiley, New York, NY.

19. Hall, E.T. (1976, Beyond culture, Anchor Press, Garden City, NY.

20. Hofstede, G. (1991, cultures and Organisations: Software of the Mind, McGraw-Hill, Maidenhead.

21. Johanson, J. and Vahne, J. (1977, "The internationalisation process of commitments", Journal of International Business Studies, Spring/Summer, pp. 23-32.

22. Kam, Y.K. (1983, The Chinese Society and Its culture, (Translated), Oxford University Press, Hong Kong.

23. Kotler, P. and Chandler, P. (1990, Marketing in Australia, Prentice-Hall, Englewood Cliffs, NJ.

24. Lamb, C., Hair, J. and McDaniel, C. (1994, Principles of Marketing, Cincinnati International Thompson Publishing..

25. Lee, K.H. and Lo, W.C. (1988, "American businesspeople's perceptions of marketing and negotiating in the People's Republic of China", International Marketing Review, Summer, pp. 41-51.

26. Leung, T.K.P. (1996, "Chinese negotiation", unpublished paper, Hong Kong Polytechnic University..

27. Leung, T.K.P., Wong, Y.H. and Tam, J.L.M. (1995, "Adaptation and the relationship building process in the People's Republic of China (PRC)", Journal of International Consumer Marketing, Vol. 8 No. 2, pp. 7-26.

28. Lin, Y.H.L. (1939, "Confucius on interpersonal relations", Psychiatry, Vol. 2, pp. 475-81.

29. McCarthy, J. and Perreault, W. (1993, Basic Marketing, 11th ed., Irwin, Boston, MA.

30. MacDougal, G. and Malek, F. (1983, "Master plan for merge negotiations", in Fisher, R. (Ed.), Dealing with Conflict, Harvard Business Review Special Collection, pp. 47-58.

31. McKenna, R. (1995, "Real time marketing", Harvard Business Review, July-August, pp. 87-99.

32. Maddux, R. (1988, Successful Negotiation, Kogan Page, London.

33. Mente, B. (1992, Chinese Etiquette and Ethics in Business, NTC Business Book..

34. Osland, G. (1990, "Doing business in China: a framework for cross-cultural understanding", Marketing Intelligence & Planning, Vol. 8, No. 4, pp. 4-14.

35. Pye, L. (1986, "The China trade: making the deal", Harvard Business Review, July-August, pp. 74-80.

36. Pye, L. (1992, Chinese Negotiation Style: Commercial Approaches and Cultural Principles, Quorum Books, New York, NY.

37. Rinehart, L.M. and Page, T.J. Jr (1992, "The development and test of a model of transaction negotiation", Journal of Marketing, Vol. 56, October, pp. 18-32.

38. Robinson, P., Faris, C. and Wind, Y. (1967, Industrial Buying and Creative Marketing, Allyn and Bacon, Boston, MA.

39. Rubin, P. and Carter, J. (1990, "Joint optimality in buyer-supplier negotiations", Journal of Purchasing and Materials Management, Spring, pp. 20-6.

40. Shenkar, O. and Ronen, S. (1987, "The cultural context of negotiations: the implications of Chinese interpersonal norms", The Journal of Applied Behavioral Science, Vol. 23 No. 2, pp. 263-75.

41. Tai, L.S.T. (1988, "Doing business in the People's Republic of China: some keys to success", Management International Review, Vol. 28 No. 1, pp. 5-9.

42. Vickers, G. (1970, Freedom in a Rocking Boat, Allen Lane, London.

43. Yang, C.Y. (1984, "Demystifying Japanese management practices", Harvard Business Review, November-December, Vol. 62 No. 6, pp. 172-82.

44. Zikmund, W. and D'Amico, M. (1989, Marketing, 3rd ed., Wiley, New York, NY