An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach

Industrial Marketing Management

Volumn 40, Issue 7, 2011, Pages 1193-1205

  Leung, T K P ^a   Chan, Ricky Yee Kwong ^a   Lai, Kee hung ^a   Ngai, Eric W T ^a  

^a HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

Ganging; Gifts; Mianzi; Renqing; Xinyong

Indexed keywords

EID: 82555170651     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2010.12.020     Document Type: Article

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