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Guanxi orientation, value creation and value capture in buyer-supplier relationships: a dyadic perspective

Guanxi orientation, value creation and value capture in buyer-supplier relationships: a dyadic... This paper aims to investigate the importance and prevalence of Guanxi in business interactions in network-based societies such as China, few studies have the phenomenon from a dyadic view. In a business dyad, one partner may not value Guanxi and take it as a template for actions as the other does.Design/methodology/approachThe authors propose that such collective and asymmetric Guanxi orientation influence both the creation and distribution of relational rent in a Guanxi dyad. Furthermore, relationship-specific investments (RSIs) moderate the relationship between dyadic Guanxi orientation and relational rent creation and distribution.FindingsBased on a matched sample of supplier-buyer dyads in China, the authors find that joint Guanxi orientation is positively related to joint pie creation, whereas Guanxi orientation imbalance has a positive effect on the pie distribution imbalance.Originality/valueThese results contribute to the literature by revealing how dyadic Guanxi dynamics and practices affect dyadic performance and providing managers with meaningful implications for dyadic Guanxi management. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Chinese Management Studies Emerald Publishing

Guanxi orientation, value creation and value capture in buyer-supplier relationships: a dyadic perspective

Lee, Lucy Sojung; Zhong, Weiguo
Chinese Management Studies , Volume 15 (1): 24 – Mar 15, 2021
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References (101)

Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
1750-614X
DOI
10.1108/cms-08-2019-0285
Publisher site
See Article on Publisher Site

Abstract

This paper aims to investigate the importance and prevalence of Guanxi in business interactions in network-based societies such as China, few studies have the phenomenon from a dyadic view. In a business dyad, one partner may not value Guanxi and take it as a template for actions as the other does.Design/methodology/approachThe authors propose that such collective and asymmetric Guanxi orientation influence both the creation and distribution of relational rent in a Guanxi dyad. Furthermore, relationship-specific investments (RSIs) moderate the relationship between dyadic Guanxi orientation and relational rent creation and distribution.FindingsBased on a matched sample of supplier-buyer dyads in China, the authors find that joint Guanxi orientation is positively related to joint pie creation, whereas Guanxi orientation imbalance has a positive effect on the pie distribution imbalance.Originality/valueThese results contribute to the literature by revealing how dyadic Guanxi dynamics and practices affect dyadic performance and providing managers with meaningful implications for dyadic Guanxi management.

Journal

Chinese Management Studies – Emerald Publishing

Published: Mar 15, 2021

Keywords: Dyadic Guanxi orientation; Joint pie creation; Pie distribution imbalance; Relationship specific investments

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