Organising international supplier relations: An exploratory study of Western purchasing in China

This paper analyses Western purchasing in China in order to investigate the motives for sourcing, the specific requirements of the area and, in particular, the base and features of supplier relationships. It reports recent experiences of seven companies based in Finland, including two global companies, two units with foreign ownership and three Finnish SMEs. Prevalent in Chinese sourcing are long-term supplier relations, but no partnership relations have been established. The companies build their supplier relations gradually and they all emphasise a long-term viewpoint to Chinese sourcing. Commitment of the Chinese partner is a key challenge, overcoming of which would help companies to avoid and solve, e.g. quality problems. The study shows that, for the Western supply personnel, key competences and tools for bridging the psychic distance are social skills and interest in the Chinese culture.