Interacting in China: Paper presented at the 29th industrial marketing and purchasing group (IMP) conference, Atlanta Georgia

The aim of this paper is to review and compare the extant body of IMP and ‘non-IMP’literature on Chinese business relationships, and to discuss the implications in relation to the interaction and ARA approach.
This comparison permits the interaction and ARA approach to be explicitly broadened to cater for the relationships emerging in what is likely to be the next dominant economic power. The paper presents an exploration of additional factors that need to be considered in order for the interaction and ARA approach to be extended to successfully embrace for Chinese relationship dynamics.