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On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development

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  • Xiao-Ping Chen

    ()

  • Chao C. Chen

    ()

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    Abstract

    Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases, guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively.

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    Bibliographic Info

    Article provided by Springer in its journal Asia Pacific Journal of Management.

    Volume (Year): 21 (2004)
    Issue (Month): 3 (09)
    Pages: 305-324

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    Handle: RePEc:kap:asiapa:v:21:y:2004:i:3:p:305-324

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    Postal: P.O. Box 17, 3300 AA Dordrecht, the Netherlands
    Web page: http://www.springerlink.com/link.asp?id=106589

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    Cited by:
    1. Ignace Ng & Irene Chow, 2005. "Does Networking with Colleagues Matter in Enhancing Job Performance?," Asia Pacific Journal of Management, Springer, vol. 22(4), pages 405-421, December.
    2. Hom, Peter W. & Xiao, Zhixing, 2011. "Embedding social networks: How guanxi ties reinforce Chinese employees’ retention," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 188-202.
    3. Peter Li, 2007. "Social tie, social capital, and social behavior: Toward an integrative model of informal exchange," Asia Pacific Journal of Management, Springer, vol. 24(2), pages 227-246, June.
    4. Thomas Begley & Naresh Khatri & Eric Tsang, 2010. "Networks and cronyism: A social exchange analysis," Asia Pacific Journal of Management, Springer, vol. 27(2), pages 281-297, June.
    5. Ludwig Bstieler & Martin Hemmert, 2010. "Trust formation in Korean new product alliances: How important are pre-existing social ties?," Asia Pacific Journal of Management, Springer, vol. 27(2), pages 299-319, June.
    6. Yannick Thams & Ying Liu & Mary Glinow, 2013. "Asian favors: More than a cookie cutter approach," Asia Pacific Journal of Management, Springer, vol. 30(2), pages 461-486, June.
    7. Guo, Hai & Xu, Erming & Jacobs, Mark, 2014. "Managerial political ties and firm performance during institutional transitions: An analysis of mediating mechanisms," Journal of Business Research, Elsevier, vol. 67(2), pages 116-127.
    8. Kenneth Law & Hui Wang & Chun Hui, 2010. "Currencies of exchange and global LMX: How they affect employee task performance and extra-role performance," Asia Pacific Journal of Management, Springer, vol. 27(4), pages 625-646, December.
    9. Qin Yang & Crystal Jiang, 2007. "Location advantages and subsidiaries’ R&D activities in emerging economies: Exploring the effect of employee mobility," Asia Pacific Journal of Management, Springer, vol. 24(3), pages 341-358, September.
    10. Xufei Ma & Xiaotao Yao & Youmin Xi, 2006. "Business group affiliation and firm performance in a transition economy: A focus on ownership voids," Asia Pacific Journal of Management, Springer, vol. 23(4), pages 467-483, December.
    11. Wang, Kung-Jeng & Lestari, Yuliani Dwi, 2013. "Firm competencies on market entry success: Evidence from a high-tech industry in an emerging market," Journal of Business Research, Elsevier, vol. 66(12), pages 2444-2450.
    12. Erin Pleggenkuhle-Miles & Ramya Aroul & Sunny Sun & Yu-Shan Su, 2007. "The adolescence of Asia management research: APJM, 1997–2006," Asia Pacific Journal of Management, Springer, vol. 24(4), pages 467-489, December.
    13. Christian Keen & Yuanyuan Wu, 2011. "An ambidextrous learning model for the internationalization of firms from emerging economies," Journal of International Entrepreneurship, Springer, vol. 9(4), pages 316-339, December.
    14. Yuntao Bai & Peter Li & Youmin Xi, 2012. "The distinctive effects of dual-level leadership behaviors on employees’ trust in leadership: An empirical study from China," Asia Pacific Journal of Management, Springer, vol. 29(2), pages 213-237, June.
    15. Chao Chen & Xiao-Ping Chen, 2009. "Negative externalities of close guanxi within organizations," Asia Pacific Journal of Management, Springer, vol. 26(1), pages 37-53, March.
    16. H. Yeung, 2006. "Change and Continuity in Southeast Asian Ethnic Chinese Business," Asia Pacific Journal of Management, Springer, vol. 23(3), pages 229-254, September.
    17. Nailin Bu & Jean-Paul Roy, 2005. "Career Success Networks in China: Sex Differences in Network Composition and Social Exchange Practices," Asia Pacific Journal of Management, Springer, vol. 22(4), pages 381-403, December.
    18. Nancy Chen & Dean Tjosvold, 2007. "Guanxi and leader member relationships between American managers and Chinese employees: open-minded dialogue as mediator," Asia Pacific Journal of Management, Springer, vol. 24(2), pages 171-189, June.
    19. Shenxue Li & Hugh Scullion, 2006. "Bridging the distance: Managing cross-border knowledge holders," Asia Pacific Journal of Management, Springer, vol. 23(1), pages 71-92, March.
    20. Ron Berger & Ram Herstein, 2012. "The limits of guanxi from the perspective of the Israeli diamond industry," Journal of Chinese Economic and Foreign Trade Studies, Emerald Group Publishing, vol. 5(1), pages 29-41, February.
    21. Wei-ping Wu & Alicia Leung, 2005. "Does a Micro-Macro Link Exist Between Managerial Value of Reciprocity, Social Capital and Firm Performance? The Case of SMEs in China," Asia Pacific Journal of Management, Springer, vol. 22(4), pages 445-463, December.

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