메뉴 건너뛰기




Volumn 8, Issue 2, 2012, Pages 397-421

Trust, Reciprocity, and Guanxi in China: An Experimental Investigation

Author keywords

Affect based trust; China; guanxi; Reciprocity; Trust

Indexed keywords


EID: 84863449562     PISSN: 17408776     EISSN: 17408784     Source Type: Journal    
DOI: 10.1111/j.1740-8784.2011.00272.x     Document Type: Article
Times cited : (69)

References (64)
  • 1
    • 0000553727 scopus 로고    scopus 로고
    • Social distance and social decisions
    • Akerlof, G. A. 1997. Social distance and social decisions. Econometrica, 65(5): 1005-1027.
    • (1997) Econometrica , vol.65 , Issue.5 , pp. 1005-1027
    • Akerlof, G.A.1
  • 2
    • 0023020183 scopus 로고
    • The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
    • Baron, R. M., & Kenny, D. A. 1986. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6): 1173-1182.
    • (1986) Journal of Personality and Social Psychology , vol.51 , Issue.6 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 4
    • 0002937971 scopus 로고
    • An ecological perspective on cultural and ethnic psychology
    • In E. J. Trickett, R. J. Watts & D. Birman (Eds.), San Francisco, CA: Jossey-Bass.
    • Berry, J. W. 1994. An ecological perspective on cultural and ethnic psychology. In E. J. Trickett, R. J. Watts & D. Birman (Eds.), Human diversity: Perspective on people in context: 115-141. San Francisco, CA: Jossey-Bass.
    • (1994) Human diversity: Perspective on people in context , pp. 115-141
    • Berry, J.W.1
  • 5
    • 0031429194 scopus 로고    scopus 로고
    • Bring strong ties back in: Indirect ties, network bridges, and job searches in China
    • Bian, Y. 1997. Bring strong ties back in: Indirect ties, network bridges, and job searches in China. American Sociological Review, 62(3): 366-385.
    • (1997) American Sociological Review , vol.62 , Issue.3 , pp. 366-385
    • Bian, Y.1
  • 6
    • 0000948433 scopus 로고    scopus 로고
    • Measuring motivations for the reciprocal responses observed in a simple dilemma game
    • Bolton, G. E., Brandts, J., & Ockenfels, A. 1998. Measuring motivations for the reciprocal responses observed in a simple dilemma game. Experimental Economics, 1(3): 207-219.
    • (1998) Experimental Economics , vol.1 , Issue.3 , pp. 207-219
    • Bolton, G.E.1    Brandts, J.2    Ockenfels, A.3
  • 8
    • 0000702633 scopus 로고
    • Translation and content analysis of oral and written material
    • In H. C. Triandis & J. W. Berry (Eds.), Boston, MA: Allyn & Bacon.
    • Brislin, R. W. 1980. Translation and content analysis of oral and written material. In H. C. Triandis & J. W. Berry (Eds.), Handbook of cross-cultural psychology: 389-444. Boston, MA: Allyn & Bacon.
    • (1980) Handbook of cross-cultural psychology , pp. 389-444
    • Brislin, R.W.1
  • 9
    • 5744252577 scopus 로고    scopus 로고
    • The boundaries of trust: Own and others' actions in the U.S. and China
    • Buchan, N., & Croson, R. 2004. The boundaries of trust: Own and others' actions in the U.S. and China. Journal of Economic Behavior and Organization, 55(4): 485-504.
    • (2004) Journal of Economic Behavior and Organization , vol.55 , Issue.4 , pp. 485-504
    • Buchan, N.1    Croson, R.2
  • 10
    • 33747166110 scopus 로고    scopus 로고
    • Let's get personal: An international examination of the influence of communication, culture and social distance on other regarding preferences
    • Buchan, N., Johnson, E. J., & Croson, R. 2006. Let's get personal: An international examination of the influence of communication, culture and social distance on other regarding preferences. Journal of Economic Behavior and Organization, 60(3): 373-398.
    • (2006) Journal of Economic Behavior and Organization , vol.60 , Issue.3 , pp. 373-398
    • Buchan, N.1    Johnson, E.J.2    Croson, R.3
  • 14
    • 77951946774 scopus 로고    scopus 로고
    • Confucian capitalism and the paradox of closure and structural holes in East Asian firms
    • Chai, S. K., & Rhee, M. 2010. Confucian capitalism and the paradox of closure and structural holes in East Asian firms. Management and Organization Review, 6(1): 5-29.
    • (2010) Management and Organization Review , vol.6 , Issue.1 , pp. 5-29
    • Chai, S.K.1    Rhee, M.2
  • 15
    • 0036704136 scopus 로고    scopus 로고
    • Understanding social preferences with simple tests
    • Charness, G., & Rabin, M. 2002. Understanding social preferences with simple tests. Quarterly Journal of Economics, 117(3): 817-869.
    • (2002) Quarterly Journal of Economics , vol.117 , Issue.3 , pp. 817-869
    • Charness, G.1    Rabin, M.2
  • 16
    • 25444485224 scopus 로고    scopus 로고
    • On the intricacies of the Chinese guanxi: A process model of guanxi development
    • Chen, X. P., & Chen, C. C. 2004. On the intricacies of the Chinese guanxi: A process model of guanxi development. Asia Pacific Journal of Management, 21(3): 305-324.
    • (2004) Asia Pacific Journal of Management , vol.21 , Issue.3 , pp. 305-324
    • Chen, X.P.1    Chen, C.C.2
  • 17
    • 2442586732 scopus 로고    scopus 로고
    • Guanxi practices and trust in management: A procedural justice perspective
    • Chen, C. C., Chen, Y. R., & Xin, K. 2004. Guanxi practices and trust in management: A procedural justice perspective. Organization Science, 15(2): 200-209.
    • (2004) Organization Science , vol.15 , Issue.2 , pp. 200-209
    • Chen, C.C.1    Chen, Y.R.2    Xin, K.3
  • 18
    • 0040012585 scopus 로고
    • Guanxi: A preliminary conceptualization
    • In K. S. Yang & C. I. Wen (Eds.), Taipei: R.O.C.: Academia Sinica.
    • Chiao, C. 1982. Guanxi: A preliminary conceptualization. In K. S. Yang & C. I. Wen (Eds.), The sinicization of social and behavioral science research in China: 345-360. Taipei: R.O.C.: Academia Sinica.
    • (1982) The sinicization of social and behavioral science research in China , pp. 345-360
    • Chiao, C.1
  • 19
    • 0037289122 scopus 로고    scopus 로고
    • Contextual confidence and active trust development in the Chinese business environment
    • Child, J., & Mollering, G. 2003. Contextual confidence and active trust development in the Chinese business environment. Organization Science, 14(1): 69-80.
    • (2003) Organization Science , vol.14 , Issue.1 , pp. 69-80
    • Child, J.1    Mollering, G.2
  • 20
    • 63149181512 scopus 로고    scopus 로고
    • Guanxi vs. networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs. American managers
    • Chua, R. Y. J., Morris, M. W., & Ingram, P. 2009. Guanxi vs. networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs. American managers. Journal of International Business Studies, 40(3): 490-508.
    • (2009) Journal of International Business Studies , vol.40 , Issue.3 , pp. 490-508
    • Chua, R.Y.J.1    Morris, M.W.2    Ingram, P.3
  • 21
    • 25844449158 scopus 로고    scopus 로고
    • On the nature of reciprocal motives
    • Cox, J. C., & Deck, C. A. 2005. On the nature of reciprocal motives. Economic Inquiry, 43(3): 623-635.
    • (2005) Economic Inquiry , vol.43 , Issue.3 , pp. 623-635
    • Cox, J.C.1    Deck, C.A.2
  • 22
    • 0032359448 scopus 로고    scopus 로고
    • The influence of relational demography and guanxi: The Chinese case
    • Farh, J. L., Tsui, A. S., Xin, K., & Cheng, B. 1998. The influence of relational demography and guanxi: The Chinese case. Organizational Science, 9(4): 471-488.
    • (1998) Organizational Science , vol.9 , Issue.4 , pp. 471-488
    • Farh, J.L.1    Tsui, A.S.2    Xin, K.3    Cheng, B.4
  • 24
    • 60249092107 scopus 로고    scopus 로고
    • The robustness of trust and reciprocity across a heterogeneous U.S. population
    • Garbarino, E., & Slonim, R. 2009. The robustness of trust and reciprocity across a heterogeneous U.S. population. Journal of Economic Behavior & Organization, 69(3): 226-240.
    • (2009) Journal of Economic Behavior & Organization , vol.69 , Issue.3 , pp. 226-240
    • Garbarino, E.1    Slonim, R.2
  • 25
    • 84936824352 scopus 로고
    • Economic action and social structure: The problem of embeddedness
    • Granovetter, M. 1985. Economic action and social structure: The problem of embeddedness. American Journal of Sociology, 91(3): 481-510.
    • (1985) American Journal of Sociology , vol.91 , Issue.3 , pp. 481-510
    • Granovetter, M.1
  • 26
    • 0036147264 scopus 로고    scopus 로고
    • Using the Machiavellianism instrument to predict trustworthiness in a bargaining game
    • Gunnthorsdottir, A., McCabe, K., & Smith, V. 2002. Using the Machiavellianism instrument to predict trustworthiness in a bargaining game. Journal of Economic Psychology, 23(1): 49-66.
    • (2002) Journal of Economic Psychology , vol.23 , Issue.1 , pp. 49-66
    • Gunnthorsdottir, A.1    McCabe, K.2    Smith, V.3
  • 27
    • 77954356588 scopus 로고    scopus 로고
    • Guanxi dynamics and entrepreneurial firm creation and development in China
    • Guo, C., & Giacobbe-Miller, J. 2010. Guanxi dynamics and entrepreneurial firm creation and development in China. Management and Organization Review, 6(2): 267-291.
    • (2010) Management and Organization Review , vol.6 , Issue.2 , pp. 267-291
    • Guo, C.1    Giacobbe-Miller, J.2
  • 30
    • 84936628470 scopus 로고
    • Face and favor: The Chinese power game
    • Hwang, K. K. 1987. Face and favor: The Chinese power game. American Journal of Sociology, 92(4): 944-974.
    • (1987) American Journal of Sociology , vol.92 , Issue.4 , pp. 944-974
    • Hwang, K.K.1
  • 31
    • 84972273745 scopus 로고
    • A preliminary model of particularistic ties in Chinese political alliances: Kan-ch'ing and Kuan-hsi in a rural Taiwanese township
    • Jacobs, J. B. 1979. A preliminary model of particularistic ties in Chinese political alliances: Kan-ch'ing and Kuan-hsi in a rural Taiwanese township. The China Quarterly, 78: 237-273.
    • (1979) The China Quarterly , vol.78 , pp. 237-273
    • Jacobs, J.B.1
  • 32
    • 84934563463 scopus 로고
    • Kuan-hsi and network building: A sociological interpretation
    • King, A. Y. 1991. Kuan-hsi and network building: A sociological interpretation. Daedalus, 120(2): 63-84.
    • (1991) Daedalus , vol.120 , Issue.2 , pp. 63-84
    • King, A.Y.1
  • 33
    • 4344649168 scopus 로고    scopus 로고
    • The strength of weak ties you can trust: The mediating role of trust in effective knowledge transfer
    • Levin, D. Z., & Cross, R. 2004. The strength of weak ties you can trust: The mediating role of trust in effective knowledge transfer. Management Science, 50(11): 1477-1490.
    • (2004) Management Science , vol.50 , Issue.11 , pp. 1477-1490
    • Levin, D.Z.1    Cross, R.2
  • 36
    • 79952155644 scopus 로고    scopus 로고
    • Where do social ties come from: Institutional framework and governmental tie distribution among Chinese managers
    • Li, S. X., Yao, X., Sue-Chan, C., & Xi, Y. 2011. Where do social ties come from: Institutional framework and governmental tie distribution among Chinese managers. Management and Organization Review, 7(1): 97-124.
    • (2011) Management and Organization Review , vol.7 , Issue.1 , pp. 97-124
    • Li, S.X.1    Yao, X.2    Sue-Chan, C.3    Xi, Y.4
  • 38
    • 0004016994 scopus 로고    scopus 로고
    • Singapore: World Scientific Publishing.
    • Luo, Y. D. 2000. Guanxi and business. Singapore: World Scientific Publishing.
    • (2000) Guanxi and business
    • Luo, Y.D.1
  • 39
    • 0000664288 scopus 로고
    • Cross-cultural difference in children's use of decision rules: A comparison between Japan and Australia
    • Mann, L., Radford, M., & Kanagawa, C. 1985. Cross-cultural difference in children's use of decision rules: A comparison between Japan and Australia. Journal of Personality and Social Psychology, 49(6): 1557-1564.
    • (1985) Journal of Personality and Social Psychology , vol.49 , Issue.6 , pp. 1557-1564
    • Mann, L.1    Radford, M.2    Kanagawa, C.3
  • 40
    • 0037981779 scopus 로고
    • Affect- and cognition-based trust as foundations for interpersonal cooperation in organizations
    • McAllister, D. J. 1995. Affect- and cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of Management Journal, 38(1): 24-59.
    • (1995) Academy of Management Journal , vol.38 , Issue.1 , pp. 24-59
    • McAllister, D.J.1
  • 42
    • 21344479042 scopus 로고
    • Game theory and organizational behavior
    • In B. M. Staw & L. L. Cummings (Eds.), Greenwich, CT: JAI Press.
    • Murnighan, J. K. 1994. Game theory and organizational behavior. In B. M. Staw & L. L. Cummings (Eds.), Research in organizational behavior: 83-123. Greenwich, CT: JAI Press.
    • (1994) Research in organizational behavior , pp. 83-123
    • Murnighan, J.K.1
  • 43
    • 40549146743 scopus 로고    scopus 로고
    • Do I contribute more when I trust more? Differential effects of cognition- and affect-based trust
    • Ng, K. Y., & Chua, R. Y. J. 2006. Do I contribute more when I trust more? Differential effects of cognition- and affect-based trust. Management and Organization Review, 2(1): 43-66.
    • (2006) Management and Organization Review , vol.2 , Issue.1 , pp. 43-66
    • Ng, K.Y.1    Chua, R.Y.J.2
  • 45
    • 0001652205 scopus 로고
    • Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future
    • In M. R. Rosenzweig & L. W. Porter (Eds.), Palo Alto, CA: Annual Reviews.
    • Pruitt, D. G., & Kimmel, M. J. 1977. Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future. In M. R. Rosenzweig & L. W. Porter (Eds.), Annual review of psychology: 363-392. Palo Alto, CA: Annual Reviews.
    • (1977) Annual review of psychology , pp. 363-392
    • Pruitt, D.G.1    Kimmel, M.J.2
  • 46
    • 0036264347 scopus 로고    scopus 로고
    • A perspective on psychology and economics
    • Rabin, M. 2002. A perspective on psychology and economics. European Economic Review, 46(4-5): 657-685.
    • (2002) European Economic Review , vol.46 , Issue.4-5 , pp. 657-685
    • Rabin, M.1
  • 47
    • 0030351690 scopus 로고    scopus 로고
    • Trust and breach of the psychological contract
    • Robinson, S. L. 1996. Trust and breach of the psychological contract. Administrative Science Quarterly, 41(4): 574-599.
    • (1996) Administrative Science Quarterly , vol.41 , Issue.4 , pp. 574-599
    • Robinson, S.L.1
  • 48
    • 0014178927 scopus 로고
    • A new scale for the measurement of interpersonal trust
    • Rotter, J. B. 1967. A new scale for the measurement of interpersonal trust. Journal of Personality, 35(4): 651-665.
    • (1967) Journal of Personality , vol.35 , Issue.4 , pp. 651-665
    • Rotter, J.B.1
  • 50
    • 0002243425 scopus 로고
    • Cultural psychology: What is it?
    • J. W. Stigler, R. A. Shweder & G. Herdt (Eds.), Cambridge: Cambridge University Press.
    • Shweder, R. A. 1990. Cultural psychology: What is it? J. W. Stigler, R. A. Shweder & G. Herdt (Eds.), Cultural psychology: Essays on comparative human development: 1-46. Cambridge: Cambridge University Press.
    • (1990) Cultural psychology: Essays on comparative human development , pp. 1-46
    • Shweder, R.A.1
  • 51
    • 0000254532 scopus 로고
    • Experimental economics: Induced value theory
    • Smith, V. L. 1976. Experimental economics: Induced value theory. American Economic Review, 66(2): 274-279.
    • (1976) American Economic Review , vol.66 , Issue.2 , pp. 274-279
    • Smith, V.L.1
  • 52
    • 39149137257 scopus 로고    scopus 로고
    • Trust and reciprocity: The differing norms of individuals and group representatives
    • Song, F. 2008. Trust and reciprocity: The differing norms of individuals and group representatives. Games and Economic Behavior, 62(2): 675-696.
    • (2008) Games and Economic Behavior , vol.62 , Issue.2 , pp. 675-696
    • Song, F.1
  • 53
    • 57249103575 scopus 로고    scopus 로고
    • The effect of the consensus-making process on intergroup trust and reciprocity in strategic interactions
    • Song, F. 2009. The effect of the consensus-making process on intergroup trust and reciprocity in strategic interactions. Organizational Behavior and Human Decision Processes, 108(1): 164-173.
    • (2009) Organizational Behavior and Human Decision Processes , vol.108 , Issue.1 , pp. 164-173
    • Song, F.1
  • 54
    • 0035846274 scopus 로고    scopus 로고
    • Entering guanxi: A business ethical dilemma in mainland China?
    • Su, C., & Littlefield, J. E. 2001. Entering guanxi: A business ethical dilemma in mainland China? Journal of Business Ethics, 33(3): 199-210.
    • (2001) Journal of Business Ethics , vol.33 , Issue.3 , pp. 199-210
    • Su, C.1    Littlefield, J.E.2
  • 56
    • 0031541019 scopus 로고    scopus 로고
    • Where Guanxi matters: Relational demography and guanxi in the Chinese context
    • Tsui, A. S., & Farh, J. L. 1997. Where Guanxi matters: Relational demography and guanxi in the Chinese context. Work and Occupations, 24(1): 56-79.
    • (1997) Work and Occupations , vol.24 , Issue.1 , pp. 56-79
    • Tsui, A.S.1    Farh, J.L.2
  • 57
    • 0034218957 scopus 로고    scopus 로고
    • Egocentric empathy gaps between owners and buyers: Misperceptions of the endowment effect
    • Van Boven, L., Dunning, D., & Loewenstein, G. 2000. Egocentric empathy gaps between owners and buyers: Misperceptions of the endowment effect. Journal of Personality and Social Psychology, 79(1): 66-76.
    • (2000) Journal of Personality and Social Psychology , vol.79 , Issue.1 , pp. 66-76
    • Van Boven, L.1    Dunning, D.2    Loewenstein, G.3
  • 58
    • 79955938324 scopus 로고    scopus 로고
    • Antecedents of trust across foci: A comparative study of Turkey and China
    • Wasti, S. A., Tan, H. H., & Erdil, S. E. 2011. Antecedents of trust across foci: A comparative study of Turkey and China. Management and Organization Review, 7(2): 279-302.
    • (2011) Management and Organization Review , vol.7 , Issue.2 , pp. 279-302
    • Wasti, S.A.1    Tan, H.H.2    Erdil, S.E.3
  • 59
    • 84863486429 scopus 로고    scopus 로고
    • Performance appraisal research contributes to team mental model measurement. In S. J. Zaccaro (Chair) & D. A. Hofmann (Discussant), Breaking barriers in team research: New methodologies and applications for team research and practice. Symposium conducted at the 1998 annual meeting of the Academy of Management, San Diego, CA.
    • Webber, S. S., Chen, G., Marsh, S., & Payne, S. 1999. Performance appraisal research contributes to team mental model measurement. In S. J. Zaccaro (Chair) & D. A. Hofmann (Discussant), Breaking barriers in team research: New methodologies and applications for team research and practice. Symposium conducted at the 1998 annual meeting of the Academy of Management, San Diego, CA.
    • (1999)
    • Webber, S.S.1    Chen, G.2    Marsh, S.3    Payne, S.4
  • 60
    • 84863486430 scopus 로고    scopus 로고
    • Trust and social exchange
    • In J. N. Druckman, D. P. Green, J. H. Kuklinski & A. Lupia (Eds.), Boston, MA: Cambridge University Press.
    • Wilson, R. K., & Eckel, C. C. 2011. Trust and social exchange. In J. N. Druckman, D. P. Green, J. H. Kuklinski & A. Lupia (Eds.), Handbook of experimental political science. Boston, MA: Cambridge University Press.
    • (2011) Handbook of experimental political science
    • Wilson, R.K.1    Eckel, C.C.2
  • 61
    • 0030300587 scopus 로고    scopus 로고
    • Guanxi: Connections as substitutes for formal institutional support
    • Xin, K. R., & Pearce, J. L. 1996. Guanxi: Connections as substitutes for formal institutional support. Academy of Management Journal, 39(6): 1641-1658.
    • (1996) Academy of Management Journal , vol.39 , Issue.6 , pp. 1641-1658
    • Xin, K.R.1    Pearce, J.L.2
  • 63
    • 0034358111 scopus 로고    scopus 로고
    • Monocultural and cross-cultural indigenous approaches: The royal road to the development of a balanced global psychology
    • Yang, K. S. 2000. Monocultural and cross-cultural indigenous approaches: The royal road to the development of a balanced global psychology. Asian Journal of Social Psychology, 3(3): 241-263.
    • (2000) Asian Journal of Social Psychology , vol.3 , Issue.3 , pp. 241-263
    • Yang, K.S.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.