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A model of close business relationships in China (guanxi)

A model of close business relationships in China (guanxi) Examines the antecedents and consequences of close business relationships (guanxi) in China. We hypothesize that decision-making uncertainty and perceived similarity positively affect guanxi, whereas opportunism negatively affects guanxi. We also hypothesize that guanxi positively affects business performance, mediated by relationship quality and interdependence. An empirical study of Hong Kong and mainland China business relationships generally supports the model. The managerial implications are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

A model of close business relationships in China (guanxi)

Dong‐Jin Lee; Jae H. Pae; Y.H. Wong
European Journal of Marketing , Volume 35 (1/2): 19 – Feb 1, 2001
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Publisher
Emerald Publishing
Copyright
Copyright © 2001 MCB UP Ltd. All rights reserved.
ISSN
0309-0566
DOI
10.1108/03090560110363346
Publisher site
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Abstract

Examines the antecedents and consequences of close business relationships (guanxi) in China. We hypothesize that decision-making uncertainty and perceived similarity positively affect guanxi, whereas opportunism negatively affects guanxi. We also hypothesize that guanxi positively affects business performance, mediated by relationship quality and interdependence. An empirical study of Hong Kong and mainland China business relationships generally supports the model. The managerial implications are discussed.

Journal

European Journal of Marketing – Emerald Publishing

Published: Feb 1, 2001

Keywords: China; Organizational performance; Marketing strategy

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