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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.
European Journal of Marketing – Emerald Publishing
Published: Feb 1, 2001
Keywords: China; Organizational performance; Marketing strategy
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