Abstract preview 1 Work-In-Progress Paper Submitted to: THE 24th IMP CONFERENCE MANAGING THE SUPPLY SIDE FOR PRODUCT DEVELOPMENT IN CHINA:

Based on the IMP research tradition this paper regards relationships and networks as key issues in the product development and supply management agenda. Within business networks, co-development is only possible to be analysed when emphasis is placed on interdependences and interactive relationships. Co-development usually implies close relationships that allow companies to rely on each other’s resources. Close relationships imply interdependences, which may improve companies ’ technical and product development. By looking at the actual interactions – between a UK company and its Chinese suppliers – that led to an innovative solution and a successful product launch, evolving relationship patterns are identified and analysed in a case study. Both the literature review and case study findings highlight the importance of the ‘guanxi ’ concept (meaning interpersonal relationships in Mandarin) when analysing business-to-business networks in China. Hence, it is suggested that guanxi-based thinking and acting should be incorporated into the interaction model when considering business networking that embrace China. ‘Guanxi ’ broadens the validity of the interaction model, in terms o