Guanxi and supplier search mechanisms in China

Human Relations

Volumn 59, Issue 4, 2006, Pages 505-531

  Millington, Andrew ^a,b   Eberhardt, Markus ^c   Wilkinson, Barry ^b  

^a UNIVERSITY OF BATH   (United Kingdom)

^b UNIVERSITY OF BATH   (United Kingdom)

^c UNIVERSITY OF OXFORD   (United Kingdom)

Author keywords

China; Guanxi; Interorganizational; Relationships; Supplier search

Indexed keywords

EID: 33745645862     PISSN: 00187267     EISSN: 1741282X     Source Type: Journal    
DOI: 10.1177/0018726706065372     Document Type: Article

References (60)

1. Ahlstrm, D., Bruton, G. & Chan, E.S. HRM of foreign firms in China: The challenge of managing host country personnel. Business Horizon, 2001, 44, 59 - 68.
2. Bian, Y. Guanxi and the allocation of urban jobs in China. China Quarterly, 1994a, 140, 971 - 999.
3. Bian, Y. Work and inequality in China. Albany: State University of New York Press, 1994b.
4. Bian, Y. Bringing strong ties back in: Indirect ties, network bridges, and job searches in China. American Sociological Review, 1997, 62, 366 - 385.
5. Bigsten, A. et al. Contract Flexibility and Conflict Resolution: Evidence from African Manufacturing. Centre for the Study of African Economics, Oxford, Working Paper Series, 1998, pp. 98 - 21.
6. Boisot, M. & Child, J. From fiefs to clans and network capitalism: Explaining China's emerging economic order. Administrative Science Quarterly, 1996, 41, 600 - 628.
7. Brand, V. & Slater, A. Using a qualitative approach to gain insights into the business ethics experiences of Australian managers in China. Journal of Business Ethics, 2003, 45, 167 - 182.
8. Chen, Z.X. & Francesco, A.M. Employee demography, organizational commitment, and turnover intentions in China: Do cultural differences matter? Human Relations, 2000, 53 6, 869 - 887.
9. Davies, H., Leung, T.K.P., Luk, S.T.K. & Wong, Y. The benefits of 'guanxi': The value of relationships in developing the Chinese market. Industrial Marketing Management, 1995, 4, 207 - 214.
10. Eberhardt, M., McLaren, J., Millington, A. & Wilkinson, B. Multiple forces in component localisation in China. European Management Journal, 2004, 22, 290 - 303.
11. The Economist. China's chip making: A giant sucking sound, 2000, 357 (8199). 63-63.
12. The Economist. The Pearl river delta: A new workshop of the world, 2002, 365 8294, 37 - 38.
13. Ellis, P. Social ties and foreign market entry. Journal of International Business Studies, 2000, 31, 443 - 469.
14. Fock, H.K.Y. & Woo, K. The China market: Strategic implications of guanxi. Business Strategy Review, 1998, 9, 33 - 43.
15. Ganesan, S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 1994, 58, 1 - 19.
16. Gao, G. & Ting-Toomey, S. Communicating effectively with the Chinese. Thousand Oaks, CA: Sage, 1998.
17. Gomes, A.J.T. A relationship marketing approach to guanxi. European Journal of Marketing, 1998, 32, 145 - 156.
18. Guthrie, D. The declining significance of guanxi in China's economic transition. China Quarterly, 1998, 154, 254 - 282.
19. Guthrie, D. Dragon in a three-piece suit: The emergence of capitalism in China. Princeton, NJ: Princeton University Press, 1999.
20. Hammond, S.C. & Glenn, L.M. The ancient practice of Chinese social networking: Guanxi and social network theory. Emergence: Complexity and Organization, 2004, 6, 24 - 31.
21. Hung, C.F. Cultural influences on relationship cultivation strategies: Multinational companies in China. Journal of Communication Management, 2004, 8, 264 - 281.
22. Hutchings, K. & Murray, G. Working with guanxi: An assessment of the implications of globalisation on business networking in China. Creativity and Innovation Management, 2002, 11, 184 - 191.
23. Kotabe, M. & Zhao, H. A taxonomy of sourcing strategic types for MNCs operating in China. Asia Pacific Journal of Management, 2002, 19, 11 - 27.
24. Lee, D.J., Pae, J.H. & Wong, Y.H. A model of close business relationships in China (guanxi). European Journal of Marketing, 2001, 35, 51 - 69.
25. Leggett, K. & Wonacott P. Burying the competition. Far Eastern Economic Review, 2002, 165 41, 30 - 34.
26. Leininger, J. The key to retention: Committed employees. China Business Review, 2004, 31, 16 - 117. 38 - 39.
27. Li, J. & Wright, P.P. Guanxi and the realities of career development: A Chinese perspective. Career Development International, 2000, 5, 369 - 378.
28. Liedtka, J.M. Wounded but wiser: Reflections on teaching ethics to MBA students. Journal of Management Education, 1992, 16, 405 - 416.
29. Lovett, S., Simmons, L.C. & Kali, R. Guanxi versus the market: Ethics and efficiency. Journal of International Business Studies, 1999, 30, 231 - 241.
30. Luo, Y. Guanxi- Principles, philosophies, and implications. Human Systems Management, 1997, 16, 43 - 51.
31. Luo, Y. Industrial dynamics and managerial networking in an emerging market: The case of China. Strategic Management Journal, 2003, 24, 1315 - 1327.
32. Macmillan, J. & Woodruff, C. Dispute prevention without courts in Vietnam. Journal of Law Economics and Organization, 1999, 15, 637 - 658.
33. Michailova, S. & Worm, V. Personal networking in Russia and China. European Management Journal, 2003, 21, 509 - 519.
34. Park, S.H. & Luo, Y. Guanxi and organizational dynamics: Organizational networking in Chinese firms. Strategic Management Journal, 2001, 22, 455 - 477.
35. Parnell, J. Chinese business guanxi: An organization or non-organization? Organizational Transformation and Social Change, 2005, 2 1, 29 - 47.
36. Pearce, J.A. & Robinson, R.B. Cultivating Guanxi as a foreign investor strategy. Business Horizons, 2000, 43, 31 - 38.
37. People's Daily Online. China's Internet - Behind the attractive statistics. Opinion piece on the English language website for the People's Daily, 17 January 2004.
38. Powell, B. It's all made in China now. Fortune (Asia), 2002, 145, 58 - 62.
39. Rangan, S. The problem of search and deliberation in economic action: When social networks really matter. Academy of Management Review, 2000, 25, 813 - 828.
40. Redding, S.G. The spirit of Chinese capitalism. Berlin: Walter de Gruyter, 1990.
41. Rein, A. & Taalas, S. Znakomstra I Svyazi (acquaintances and connections) - Blat, the Soviet Union, and mundane entrepreneurship. Entrepreneurship and Regional Development, 2004, 16, 235 - 250.
42. SCMP [South China Morning Post] Net puts supply on fast track - On-line trade networks target electronics firms, 7 December 1999, p. 7-7.
43. Standifird, S. & Marshall, R.S. The transaction cost advantage of guanxi-based business practices. Journal of World Business, 2000, 35, 21 - 43.
44. Steidlmeier, P. Gift giving, bribery and corruption: Ethical management of business relationships in China. Journal of Business Ethics, 1999, 20, 121 - 132.
45. Taylor, B. Japanese management style in China? Production practices in Japanese manufacturing plants. New Technology, Work and Employment, 1999, 14, 129 - 142.
46. Ting-Toomey, H. Intercultural conflict styles: A face negotiation theory. In Y.Y. Kim & W.B. Gudykunst (Eds), Theories in intercultural communication. Newbury Park, CA: Sage, 1988, pp. 213 - 235.
47. Tsang, E.W.K. Can guanxi be a source of sustained competitive advantage in China? Academy of Management Executive, 1998, 12, 64 - 73.
48. Tsui, A.S., Schoonhoven, C.B., Meyer, M.W., Lau, C. & Milkovich, G.T. Organization and management in the midst of societal transformation: The People's Republic of China. Organization Science, 2004, 15, 133 - 144.
49. Tung, R.L. & Worm, V. Network capitalism: The role of human resources in penetrating the China market. International Journal of Human Resource Management, 2001, 12, 517 - 534.
50. Uzzi, B. Social structure and competition in inter-firm networks: The paradox of embeddedness. Adminstrative Science Quarterly, 1997, 42, 37 - 69.
51. Vanhonacker, W.R. When good guanxi turns bad. Harvard Business Review, 2004a, 82, 18 - 19.
52. Vanhonacker, W.R. Guanxi networks in China - How to be the spider, not the fly. China Business Review, 2004b, 31, 48 - 53.
53. Wong, P.L. & Ellis, P. Social ties and partner identification in Sino-Hong Kong international joint ventures. Journal of International Business Studies, 2002, 33, 265 - 287.
54. Wong, Y.H. & Chan, R.Y. Relationship marketing in China: Guanxi, favouritism and adaptation. Journal of Business Ethics, 1999, 22, 107 - 118.
55. Wong, Y.H. & Tam, J.H.L. Mapping relationships in China: Guanxi dynamic approach. Journal of Business and Industrial Marketing, 2000, 15, 57 - 70.
56. Wright, P., Szeto, W.F. & Cheng, L.T.W. Guanxi and professional conduct in China: A management development perspective. International Journal of Human Resource Management, 2002, 13, 156 - 182.
57. Xin, K.R. & Pearce, J.L. Guanxi: Connections as substitutes for formal institutional support. Academy of Management Journal, 1996, 39, 1641 - 1658.
58. Yang, M.M. Gifts, favors, banquets: The art of social relationships in China. Ithaca, NY: Cornell University Press, 1994.
59. Yang, M.M. The resilience of guanxi and its new deployments: A critique of some new guanxi scholarship. China Quarterly, 2002, 170, 459 - 476.
60. Yeung, I.Y.M. & Tung, R.L. Achieving business success in Confucian societies: The importance of guanxi(Connections). Organizational Dynamics, 1996, 3, 54 - 65.