Guanxi and its role in business

Chinese Management Studies

Volumn 1, Issue 4, 2007, Pages 257-276

  Wong, Meiling ^a,b  

^a NATIONAL CHIN YI UNIVERSITY OF TECHNOLOGY   (Taiwan)

^b TUNGHAI UNIVERSITY   (Taiwan)

Author keywords

Business environment; China; Confucianism; Culture

Indexed keywords

EID: 84986120894     PISSN: 1750614X     EISSN: None     Source Type: Journal    
DOI: 10.1108/17506140710828532     Document Type: Article

References (30)

1. Bagozzi, R. (1995), “Reflections on relationship marketing in consumer markets”, Journal of the Academy of Marketing Science, Vol. 23, pp. 272-7.
2. Berry, L. (1995), “Relationship marketing of service – growing interest, emerging perspectives”, Journal of the Academy of Marketing Science, Vol. 23, pp. 236-45.
3. Bitner, M. (1995), “Building service relationships: it's all about promises'”, Journal of the Academy of Marketing Science, Vol. 23, pp. 246-51.
4. Callaghan, M. (1993), “The development of application of a test instrument for relationship marketing orientation within Australian businesses”, Thesis for Bachelor of Business (Honors), University of Southern Queensland, Queensland.
5. Callaghan, M., McPhail, J. and Yau, O. (1994), “The theoretical development of a relationship marketing orientation”, paper presented at Academy of International Business 1994 Conference Proceedings on Asia-Pacific Business in the year 2000.
6. Chang, T.S. (1986), Social Theory, Giu Liu, Taipei, pp. 239-40.
7. Czepiel, J.A. (1997), “Service encounters and service relationships: implications for research”, Journal of Business Research, Vol. 20, pp. 13-21.
8. England, G.W. and Negandhi, A.R. (1979), “National contexts and technology as determinants of employee's perceptions'”, in England, G., Negandhi, A. and Wilpert, B. (Eds), Organizational Functioning in a Cross-Cultural Perspective, Kent State University, Kent, OH, pp. 175-90.
9. Fan, Y. (2002), “Questioning guanxi: definition, classification and implications”, International Business Review, Vol. 11 No. 5, pp. 543-61.
10. Foo, C-T. (1992), “Culture, productivity and structure: a Singapore study”, Organization Studies, Fall.
11. Gia, T.F. (1998), Wenhua Li Qidon Jingji Li, China Economy, Pei-Jin.
12. Gibb, A. and Li, J. (2003), “Organizing for enterprise in China: what can we learn from the Chinese micro, small, and medium enterprise development experience”, Future, Vol. 35 No. 4, pp. 403-21.
13. Gronroos, C. (1994), “From marketing mix to relationship marketing: toward a paradigm shift in marketing”, Management Decision, Vol. 32, pp. 4-20.
14. Gundling, E. (2003), Working GlobeSmart, 12 People Skills for Doing Business Across Borders, Davies-Black Publishing, Mountain View, CA.
15. Helfrich, H. (1999), “Beyond the dilemma of cross-cultural psychology: resolving the tension between etic and emic approaches”, Culture & Psychology, Vol. 5 No. 2, pp. 131-3.
16. Hofstede, G. (1992), “Cultural dimensions in people management: the socialization perspective”, in Pucik, V., Tichy, N.M. and Barnett, C.K. (Eds), Globalizing Management: Creating and Leading the Competitive Organization, Wiley, New York, NY, pp. 139-58.
17. Hofstede, G. (1996), “Insurance as a product of national values”, Insurance: Mathematics and Economics, Vol. 18 No. 3, p. 240.
18. Hwang, K.K. (1987), “Face and favor: the Chinese power game”, American Journal of Sociology, Vol. 92, pp. 944-74.
19. Imrie, B.C., Cadogan, J.W. and McNaughton, R. (2002), “The service quality construct on a global stage”, Managing Service Quality, Vol. 12, pp. 10-18.
20. Lee, M.Y. and Ellis, P. (2000), “Insider-outsider perspectives of guanxi”, Business Horizons, January/February, pp. 25-30.
21. Linton, R. (1972), “The status-role concept”, in Hollander, E. and Ray, H. (Eds), Classic Contributions to Social Psychology, Oxford University Press, New York, NY, p. 112.
22. Luk, S., Fullgrabe, L. and Li, S. (1996), “Managing direct selling activities in China: a cultural explanation”, paper presented to EIRASS, Third Recent Advances in Retailing and Consumer Sciences Conference, Telfs, Austria, pp. 1-18.
23. Merrilees, B. and Miller, D. (1999), “Direct selling in the west and east: the relative roles of product and relationship (guanxi) drivers”, Journal of Business Research, Vol. 45, pp. 267-73.
24. Muller, S. and Gelbrich, K. (2001), “Interkulturelle Kompetenz als neuartige Anforderung an Enstsandte: Status quo und Perspektiven der Forschung”, Aeitschrift fur betriebswirtschaftliche Forschung, Vol. 53 No. 5, pp. 246-72.
25. Nuang, D.T. (1992), “Contemporary human relationship and interaction”, LongJian Social Science, Vol. 6, pp. 64-7.
26. Pearce, J.A. II and Robinson, R.B. (2000), “Cultivating guanxi as a foreign investor strategy”, Business Horizons, January/February, pp. 31-8.
27. Shangxing, G. and Singqing, S. (1993), A History of Chinese Culture, Henan University Press, Henan.
28. Wilkinson, I. and Young, L. (2002), “On cooperating: firms, relations and networks”, Journal of Business Research, Vol. 55 No. 2, pp. 123-32.
29. Yeung, I.Y.M. and Tung, R. (1996), “Achieving business success in Confucian societies: the importance of guanxi (connections)”, Organizational Dynamics, pp. 54-65.
30. Zeithaml, V.A., Parasuraman, A. and Berry, L. (1990), Delivering Service Quality, The Free Press, New York, NY.