Figure 2
The diagram shows a three-column layout. The first column on the left is labeled “First-order concepts,” and contains nine boxes with right horizontal arrows indicating the respective box in the second column labeled “Second-order themes.” The text in the one to nine boxes in the column “First order concepts” is given. The first box titled “Statements about” lists the following points: “Competitive advantages of Chinese companies: price, political flanking, extensive financing, local presence, comprehensive solutions.” “Competitive disadvantages of Chinese Companies: quality deficit, poor project planning, lack of labor and safety standards, poor treatment of African workers, lack of after-sales services.” The second box titled “Statements about” lists the following points: “Quality control of infrastructure projects.” “Planning and consulting of infrastructure projects.” “Marketing of infrastructure projects.” “Delivery of construction materials.” “Delivery of high-tech machinery and equipment.” The third box titled “Statements about” lists the following points: “Refraining from cooperation with Chinese companies in Africa due to compliance and CSR policies of German companies.” “Addressing Chinese firms as competitors through emerging market lines, lobbying of African governments, as well as leveraging of quality products and after-sales services.” The fourth box titled “Statements about” lists the following points: “Centralized procurement of Chinese large SOEs.” “Approaching SOEs headquarters via subsidiaries of German firms in China and existing business relationships in China.” “Willingness of Chinese SOEs to collaborate with German companies that offer high-quality products.” “Chinese firms wish to increase reputation of construction projects.” The fifth box titled “Statements about” lists the following points: “Local presence of Chinese construction firms in SSA.” “German companies approach local branches and establish business relationships for accessing (follow-up) projects.” The sixth box titled “Statements about” lists the following points: “Growing Chinese business ecosystem in SSA, inclusive distributors and dealers.” “Chinese dealers sell to infrastructure projects.” “German companies sell special machinery and equipment to Chinese distributors.” The seventh box titled “Statements about” lists the following points: “German firms build relationships with African authorities.” “Proactive approach of African governments to bring on board German technology and quality control for infrastructure projects.” The eighth box titled “Statements about” lists the following points: “Developing trust and commitment by cultivating informal relationships.” “Informal relationships more important than contracts.” “Development of close bonds through personal continuity.” “Regular visits of German top management to SOE HQ.” “Employment of persons with China experience and language skills.” “Familiarity with Chinese communication channels.” The ninth box titled “Statements about” lists the following points: “Joint bidding.” “Exclusive pre-bidding arrangements, for example as sub-contractor.” “Joint delegations to African countries authorized for bidding.” The text in one to nine boxes in the column “Second order themes” is given. The first box is labeled “Chinese companies as competitors.” The second box is labeled “Chinese companies as customers and cooperation partners.” The third box is labeled “Remaining outside strategy.” The fourth box is labeled “HQ of Chinese construction firms as entry node.” The fifth box is labeled “Local branches of Chinese construction firms in SSA as entry node.” The sixth box is labeled “Chinese dealer structures in SSA as entry node.” The seventh box is labeled “African governments and authorities as entry node.” The eighth box is labeled “Relational norms for successful long-term relationships.” The ninth box is labeled “Joint insider strategies.” The third column contains three ellipses. The first ellipse is labeled “Multifaceted role of Chinese companies in Sub-Saharan African infrastructure projects.” The second ellipse is labeled “Entry node and process.” The third ellipse is labeled “Building of enduring network relationships.” Two right arrows arise from the boxes “Chinese companies as competitors,” and “Chinese companies as customers and cooperation partners,” and are linked to the ellipse labeled “Multifaceted role of Chinese companies in Sub-Saharan African infrastructure projects.” Five right arrows arise from the boxes “Remaining outside strategy,” “HQ of Chinese construction firms as entry node,” “Local branches of Chinese construction firms in SSA as entry node,” “Chinese dealer structures in SSA as entry node,” and “African governments and authorities as entry node,” and are linked to the ellipse labeled “Entry node and process.” Two right arrows arise from the boxes “Relational norms for successful long-term relationships,” and “Joint insider strategies” and are linked to the ellipse labeled “Building of enduring network relationships.”Data structure: first-order concepts, second-order themes, and aggregated constructs. Source: Authors’ own work